IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-04850400.html
   My bibliography  Save this paper

How Does Queueing Information in Pre-Sales Call Centers Affect Customer Repurchase Behavior

Author

Listed:
  • Tao Dai

    (Donghua University [Shanghai])

  • Yidan Lu

    (Donghua University [Shanghai])

  • Nikola Zivlak

    (EM - EMLyon Business School)

  • Danijela Ćirić Lalić

    (University of Novi Sad)

  • Bojan Lalic

    (University of Novi Sad)

Abstract

With the growth of mobile e-business, it has become common for customers to experience an explosion of instant desire to consume in a short period of time. Companies are harnessing this momentum, hoping to better capture, retain and convert these consumer desires into actual sales orders. Consequently, companies also need to use pre-sales call centers to provide the satisfied service and motivate more customers to repurchase, thereby increasing the revenue. The function of the call centers is updated from providing post-sales service to providing pre-sales consultation. In this regard, this paper examines the impact of delayed announcements consisting of queue information on customer repurchase behavior in pre-sales call centers. We classify the queuing information into no-information, part-information and full-information according to the level of information by constructing a simulation model. In the simulation experiments, some application scenarios are set up to describe the load of the call center. In all the given scenarios, we find out the full-information, which provides the delay time, is always the best. Moreover, the different methods for estimating the delay time to provide the full-information, namely LES, EA, EA2 and WA–LES, are compared. We find optimal announcements for the application scenarios set out in the time-varying scenario as well. Consequently, considering there exists certain cost for the company to make WA–LES announcements, while some call centers can only provide part-information instead, this paper investigates the impact of estimate bias on customer repurchase behavior and company revenue. Subsequently, the company revenue is further investigated in two extended experiments, where repurchase influence power and repurchase number are limited. The analysis ideas and simulation logic of this paper have good reference significance for e-commerce pre-sales call centers, and the suggestions for setting information levels in practice while considering customer repurchase behavior are also clearly given in the conclusion of the paper.

Suggested Citation

  • Tao Dai & Yidan Lu & Nikola Zivlak & Danijela Ćirić Lalić & Bojan Lalic, 2024. "How Does Queueing Information in Pre-Sales Call Centers Affect Customer Repurchase Behavior," Post-Print hal-04850400, HAL.
  • Handle: RePEc:hal:journl:hal-04850400
    DOI: 10.1142/S0217595924400062
    Note: View the original document on HAL open archive server: https://hal.science/hal-04850400v1
    as

    Download full text from publisher

    File URL: https://hal.science/hal-04850400v1/document
    Download Restriction: no

    File URL: https://libkey.io/10.1142/S0217595924400062?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Philipp Afèche & Haim Mendelson, 2004. "Pricing and Priority Auctions in Queueing Systems with a Generalized Delay Cost Structure," Management Science, INFORMS, vol. 50(7), pages 869-882, July.
    2. E. J. Collins & A. C. Brooms, 2005. "The Bernoulli Feedback Queue with Balking: Stochastic Order Results and Equilibrium Joining Rules," Birkbeck Working Papers in Economics and Finance 0517, Birkbeck, Department of Economics, Mathematics & Statistics.
    3. Chung, Minjee & Ko, Eunju & Joung, Heerim & Kim, Sang Jin, 2020. "Chatbot e-service and customer satisfaction regarding luxury brands," Journal of Business Research, Elsevier, vol. 117(C), pages 587-595.
    4. Ya-Jun Cai & Yingjia Wang & Juzhi Zhang, 2020. "Enhancing e-platform business by customer service systems: a multi-methodological case study on Ali Wangwang instant message’s impacts on TaoBao," Annals of Operations Research, Springer, vol. 291(1), pages 59-81, August.
    5. Sophia Novitzky & Jamol Pender & Richard H. Rand & Elizabeth Wesson, 2020. "Limiting the oscillations in queues with delayed information through a novel type of delay announcement," Queueing Systems: Theory and Applications, Springer, vol. 95(3), pages 281-330, August.
    6. Jamol Pender & Richard Rand & Elizabeth Wesson, 2020. "A Stochastic Analysis of Queues with Customer Choice and Delayed Information," Mathematics of Operations Research, INFORMS, vol. 45(3), pages 1104-1126, August.
    7. Oualid Jouini & Zeynep Akşin & Yves Dallery, 2011. "Call Centers with Delay Information: Models and Insights," Manufacturing & Service Operations Management, INFORMS, vol. 13(4), pages 534-548, October.
    8. Ward Whitt, 1999. "Improving Service by Informing Customers About Anticipated Delays," Management Science, INFORMS, vol. 45(2), pages 192-207, February.
    9. Benjamin Legros & Sihan Ding & Rob Mei & Oualid Jouini, 2017. "Call centers with a postponed callback offer," OR Spectrum: Quantitative Approaches in Management, Springer;Gesellschaft für Operations Research e.V., vol. 39(4), pages 1097-1125, October.
    10. Zeynep Akşin & Barış Ata & Seyed Morteza Emadi & Che-Lin Su, 2013. "Structural Estimation of Callers' Delay Sensitivity in Call Centers," Management Science, INFORMS, vol. 59(12), pages 2727-2746, December.
    11. Radhi, Mohannad & Zhang, Guoqing, 2019. "Optimal cross-channel return policy in dual-channel retailing systems," International Journal of Production Economics, Elsevier, vol. 210(C), pages 184-198.
    12. Mor Armony & Constantinos Maglaras, 2004. "On Customer Contact Centers with a Call-Back Option: Customer Decisions, Routing Rules, and System Design," Operations Research, INFORMS, vol. 52(2), pages 271-292, April.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Rouba Ibrahim, 2018. "Sharing delay information in service systems: a literature survey," Queueing Systems: Theory and Applications, Springer, vol. 89(1), pages 49-79, June.
    2. Zeynep Akşin & Baris Ata & Seyed Morteza Emadi & Che-Lin Su, 2017. "Impact of Delay Announcements in Call Centers: An Empirical Approach," Operations Research, INFORMS, vol. 65(1), pages 242-265, February.
    3. Jamol Pender & Richard Rand & Elizabeth Wesson, 2020. "A Stochastic Analysis of Queues with Customer Choice and Delayed Information," Mathematics of Operations Research, INFORMS, vol. 45(3), pages 1104-1126, August.
    4. Zhang, Zhe George & Yin, Xiaoling, 2021. "Information and pricing effects in two-tier public service systems," International Journal of Production Economics, Elsevier, vol. 231(C).
    5. Lu, Yuwei & Xie, Xiaolan & Jiang, Zhibin, 2018. "Dynamic appointment scheduling with wait-dependent abandonment," European Journal of Operational Research, Elsevier, vol. 265(3), pages 975-984.
    6. Rouba Ibrahim & Ward Whitt, 2011. "Wait-Time Predictors for Customer Service Systems with Time-Varying Demand and Capacity," Operations Research, INFORMS, vol. 59(5), pages 1106-1118, October.
    7. Pengfei Guo & Paul Zipkin, 2007. "Analysis and Comparison of Queues with Different Levels of Delay Information," Management Science, INFORMS, vol. 53(6), pages 962-970, June.
    8. Siddharth Prakash Singh & Mohammad Delasay & Alan Scheller‐Wolf, 2023. "Real‐time delay announcement under competition," Production and Operations Management, Production and Operations Management Society, vol. 32(3), pages 863-881, March.
    9. Achal Bassamboo & J. Michael Harrison & Assaf Zeevi, 2009. "Pointwise Stationary Fluid Models for Stochastic Processing Networks," Manufacturing & Service Operations Management, INFORMS, vol. 11(1), pages 70-89, August.
    10. Sophia Novitzky & Jamol Pender & Richard H. Rand & Elizabeth Wesson, 2020. "Limiting the oscillations in queues with delayed information through a novel type of delay announcement," Queueing Systems: Theory and Applications, Springer, vol. 95(3), pages 281-330, August.
    11. Zeynep Akşin & Barış Ata & Seyed Morteza Emadi & Che-Lin Su, 2013. "Structural Estimation of Callers' Delay Sensitivity in Call Centers," Management Science, INFORMS, vol. 59(12), pages 2727-2746, December.
    12. Yina Lu & Andrés Musalem & Marcelo Olivares & Ariel Schilkrut, 2013. "Measuring the Effect of Queues on Customer Purchases," Management Science, INFORMS, vol. 59(8), pages 1743-1763, August.
    13. Miao Yu & Yu Zhao & Chunguang Chang & Liangliang Sun, 2023. "Fluid models for customer service web chat systems with interactive automated service," Flexible Services and Manufacturing Journal, Springer, vol. 35(2), pages 572-598, June.
    14. Robert J. Batt & Christian Terwiesch, 2015. "Waiting Patiently: An Empirical Study of Queue Abandonment in an Emergency Department," Management Science, INFORMS, vol. 61(1), pages 39-59, January.
    15. Guo, Pengfei & Zipkin, Paul, 2009. "The effects of the availability of waiting-time information on a balking queue," European Journal of Operational Research, Elsevier, vol. 198(1), pages 199-209, October.
    16. Qiuping Yu & Gad Allon & Achal Bassamboo, 2021. "The Reference Effect of Delay Announcements: A Field Experiment," Management Science, INFORMS, vol. 67(12), pages 7417-7437, December.
    17. Mor Armony & Constantinos Maglaras, 2004. "Contact Centers with a Call-Back Option and Real-Time Delay Information," Operations Research, INFORMS, vol. 52(4), pages 527-545, August.
    18. Shiliang Cui & Xuanming Su & Senthil Veeraraghavan, 2019. "A Model of Rational Retrials in Queues," Operations Research, INFORMS, vol. 67(6), pages 1699-1718, November.
    19. Jiaqi Zhou & Ilya O. Ryzhov, 2021. "Equilibrium analysis of observable express service with customer choice," Queueing Systems: Theory and Applications, Springer, vol. 99(3), pages 243-281, December.
    20. Pengfei Guo & Moshe Haviv & Zhenwei Luo & Yulan Wang, 2022. "Optimal queue length information disclosure when service quality is uncertain," Production and Operations Management, Production and Operations Management Society, vol. 31(5), pages 1912-1927, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-04850400. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.