International Business Management

Year: 2016
Volume: 10
Issue: 17
Page No. 3800 - 3806

Big Data Analysis Optimization to Enhance High Speed Internet Customers’ Loyalty (An Indonesian Perspective)

Authors : Indrawati and D. Indriasari

Abstract: Revenue growth of High Speed Internet (HSI) in a Telco Company in Indonesia tends to bestagnant, it was not in line with the sales growth occurred in each month. This was an indication that there was a number of customers who warechurn and did not pay the service thus, the revenue from sales was not in line with the sales growth. It is necessary to do research related to customer loyalty in order to reduce the level of churn that occured. This research utilized customers data resulted by optimized churn prediction tool from big data project that remain loyal yet had been predicted to be churned. This research used customer loyalty model which has corporate image, service quality, customer satisfaction, commitment, perceivedvalue, switching cost or trustas independent variables that had positive influence to customer loyalty. Data were collected through questionnaires distributed to 929 customers through on line (using google form and phone) and off line (customers’ visits). The 929 customers were selected based on result of churn prediction by big data project that kept loyal for the next 3 months. From all questionnaire collected, only 482 customers gave valid respons. The 482 valid data were analyzed by using SmartPLS 3.0. The result indicated that service quality, customer satisfaction, commitment, perceived value, switching cost and trust had positive influence to customer loyalty. While the corporate image factor did not have positive influence on customer loyalty at 95% of significant level. Commitment was found to be the most critical factor in affecting customers’ loyalty. Since, commitment variable had the highest score of influencing customer loyalty whereas commitment was affected by customer satisfaction through service quality, this research suggested to increase customer loyalty trough increasing service quality. Based on descriptive result in order to give a good service quality, the company must give better service than other operators trough increasing speed and stability of HSI, repairing HSI interferenc equickly and accurately, giving service in accordance with service level guarantee and giving service as promised in term of time and quality.

How to cite this article:

Indrawati and D. Indriasari, 2016. Big Data Analysis Optimization to Enhance High Speed Internet Customers’ Loyalty (An Indonesian Perspective). International Business Management, 10: 3800-3806.

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