Customer experience management for highly demanded services in the financial market in crisis

Purpose: to provide differentiated marketing solutions for manage customer experience based on various demographics, behavioral characteristics and customer values in the process of servicing for investing in gold.

Methods: the current study was based upon general scientific methods of analysis and synthesis, applied methods of marketing research. The field market research and analysis of customer experience were carried out in relation to investment opportunities available in banks: physical gold and depersonalized metal accounts. A qualitative research method included “Mystery shopper” – a covert participant observation research of 8 banks in Moscow – the major players offering services for investing in gold.

Results: the authors found out that investing in gold becomes in demand during the crisis time. Gold, as an investment opportunity, is a protective asset and retains its value in a long term. The target segments potentially interested in investing in gold can be determined by demographic and behavioral characteristics, desired benefits and values. The authors analyzed the customer experience journey of two segments in the process of investing in through different banking channels. The customer experience was illustrated with customer experience maps that propose management solutions for banks that desire to offer gold investment services.

Conclusions and Relevance: in the context of geopolitical and economic instability, the demand for investment opportunities in gold remains high. While customers value high level of services and investment appeal banks are interested in obtaining a stable income. To provide a mutually beneficial cooperation it is important to create a level of service that would fully meet consumer demand. The basis to create a high-quality service for investing in gold include specific management strategies enabling to receive omnichannel (both digital and non-digital) customer experience in various customer segments.

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