Seeking reliable services: a case of natural gas distribution utility

Abstract

Learning outcomes

The learning outcome of this paper are as follows: enabling students to learn about business and marketing issues of the natural gas distribution industry. To expose students to organizational processes aimed at finding solutions to customer issues. To make them appreciate the aspects of service quality and SERVQUAL model. To make the students aware of the significance of market research for problem-solving. How to use market research findings to address the customer issues? Enabling the students to learn how cross-functional teams contribute to addressing marketing and customer issues. Students should appreciate how to study towards creating a customer-centric organization with an organization-wide commitment including that from the top leadership.

Case overview/synopsis

Abhay Shankar, Sr. Manager-Customer Service at Reliable Gas Company Limited a state government piped natural gas (PNG) distribution utility whose customer service department is concerned about the provision of best service to its PNG domestic customers. Domestic customers are low volume but largest in numbers and are considered to be a tough, demanding customer segment. A general opinion among the marketing team of the company is that they are trying their best to serve its customers and that their efforts are no less than their private sector counterpart global gas customer service efforts. Abhay is in dilemma on what to do to improve customer services?

Complexity academic level

Masters students.

Supplementary materials

Teaching notes are available for educators only.

Subject code

CSS: 8 Marketing.

Citation

Asia, N., Paliwal, P. and Shukla, Y. (2021), "Seeking reliable services: a case of natural gas distribution utility", , Vol. 11 No. 3. https://doi.org/10.1108/EEMCS-09-2020-0351