Why Companies Overpromise And Underdeliver On Customer Experience: One Hypothesis

Blog post info and actions

Blog post body

Last weekend I used my AAdvantage miles on a plane ticket for my husband. I went to AA.com, it was easy to trade off options based on number of miles used and flight schedule. When I went to book, my name and AAdvantage number were pre-populated into the form. I changed the name and number to his but got an error: “The AAdvantage number for Passenger 1 does not match the name entered. Please verify and re-enter.”*

Problem #1: A design problem stopped me from booking the ticket myself on the site.

Problem #2: An unhelpful error message didn’t help me fix the first problem.

Without any other choice, I called for help. Before I could reach a person – or even a menu, I got this message:

“With the refreshed and redesigned AA.com it’s easy to book, explore, and plan all of your travel needs in one place because we’ve organized things better, made it more intuitive, smarter, simpler, cleaner, all to help bring your next trip closer to reality. This is the first step of more exciting changes we have planned for AA.com. Whether you are looking or booking, a better travel experience awaits with the new, easy to navigate AA.com. Book a trip now and see for yourself. To expedite your call, please have your Advantage number ready.”

Problem #3: I had to spend a full minute hearing about how American’s new site could help me — the same site that had already failed to help me.

When I finally reached an agent and explained my problem, she said: “Well, you just had to think on it harder. You needed to leave the Advantage number blank.”

Problem #4: The agent told me I’m stupid.  Who likes that?

Armed with new instructions, I tried to book the ticket. But instead I got an error message saying the site had timed out.

Read more

The Future of Online Customer Experience

Blog post info and actions

Blog post body

New technologies follow a pattern. They start by imitating older technologies before they evolve to their true forms. The first automobiles looked like horseless carriages. It wasn't until the Vintage Era of the 1920's that cars evolved to a form that we'd recognize today with features like front-engines, enclosed cabs, and electric starters. Televisions started off copying radios - they looked more like an armoire with a small screen stuck on the front.

In the process of working on my latest piece of research, it became clear that the Web has followed a similar pattern. Early sites imitated a much older medium - paper. And even though 'web page' still dominates our thinking, online experiences have begun to evolve away from the page-based metaphor. In the next 5 years, the evolution of online experiences toward their true form is about to take off at a much faster rate than in the previous 5 years.

Consider that today's default Web platform - a browser running on a PC - is rapidly giving way to diverse online environments. The types of devices we use to connect to the Web are proliferating. In addition to the growth of netbook adoption, there are new devices like the Chumby and the Energy Joule. Portable devices are rapidly getting more powerful - as a result, the tradeoff between mobility and capability is shrinking. And even as the hardware evolves, the interfaces on the devices we use to connect to the Web are becoming more and more customizable. And the reason any of this matters at all is because consumers are already adopting these technologies.

So what are the implications of these trends? What does it mean for the future of online experiences? At Forrester, we've concluded that the resulting online customer experiences of the future will be:

Read more