W. Earl Sasser Jr. Books

We coined the term Ownership Quotient to describe the degree to which employees and customers feel emotionally connected to the success of the organization. It is not simply about having loyal employees or satisfied customers, but about nurturing genuine commitment — a sense of belonging that motiva...

From The Ownership Quotient: Putting the Service Profit Chain to Work for Unbeatable Competitive Advantage

When employees are emotionally engaged, service quality transforms from mechanical execution into genuine experience. Engagement goes beyond motivation; it connects personal identity with organizational purpose. In our studies, emotionally engaged employees consistently delivered service that deligh...

From The Ownership Quotient: Putting the Service Profit Chain to Work for Unbeatable Competitive Advantage

At the heart of our work lies an insight that is deceptively simple: profit and growth are stimulated primarily by customer loyalty; loyalty is a direct result of customer satisfaction; satisfaction is largely influenced by the value of services provided; and that value is driven by satisfied, loyal...

From The Service Profit Chain: How Leading Companies Link Profit and Growth to Loyalty, Satisfaction, and Value

Internal service quality is the invisible infrastructure of the service profit chain. It is the environment in which employees work and the mechanisms that enable them to deliver their best performance. We define it broadly to include job design, workplace tools, support processes, and the trust emp...

From The Service Profit Chain: How Leading Companies Link Profit and Growth to Loyalty, Satisfaction, and Value