Transforming the Voice of the Customer: Large Language Models for Identifying Customer Needs

Artem Timoshenko, Chengfeng Mao and John R. Hauser

Papers from arXiv.org

Abstract: Identifying customer needs (CNs) is fundamental to product innovation and marketing strategy. Yet for over thirty years, Voice-of-the-Customer (VOC) applications have relied on professional analysts to manually interpret qualitative data and formulate "jobs to be done." This task is cognitively demanding, time-consuming, and difficult to scale. While current practice uses machine learning to screen content, the critical final step of precisely formulating CNs relies on expert human judgment. We conduct a series of studies with market research professionals to evaluate whether Large Language Models (LLMs) can automate CN abstraction. Across various product and service categories, we demonstrate that supervised fine-tuned (SFT) LLMs perform at least as well as professional analysts and substantially better than foundational LLMs. These results generalize to alternative foundational LLMs and require relatively "small" models. The abstracted CNs are well-formulated, sufficiently specific to guide innovation, and grounded in source content without hallucination. Our analysis suggests that SFT training enables LLMs to learn the underlying syntactic and semantic conventions of professional CN formulation rather than relying on memorized CNs. Automation of tedious tasks transforms the VOC approach by enabling the discovery of high-leverage insights at scale and by refocusing analysts on higher-value-added tasks.

Date: 2025-02, Revised 2026-04
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