基本説明
New in softcover. Hardcover was published in 2002.
Full Description
There is more and more evidence that economic effectiveness and quality in customer relations must be viewed as a separate strategic issue in marketing. The attributes of exchanges, i.e. reciprocity, interdependence, partnership and transparency vis-a-vis every single customer create more and "market dominance". This book encompasses strategical as well as operational points of view and gives a complete overview of strategic relationship marketing and the theoretical rationals and paradigms. The authors introduce the concept of relationship networks and discuss how to deal with the influence of relationship. Relationship marketing is dealt with as a real marketing discipline integrating economics, institutional factors, behavioral aspects and strategy.
Contents
Part I - The Value of Relationship: Understanding Buyer-Seller Relationships.- A Systematic Approach to Buyer-Seller Relationships.- Discovering the Economics of Customer Relationships.- Customer Loyalty and the Effect on Business Economics.- Part II - Preconditions for Building Successful Relationships: Understanding the Driving Forces of Customer Relationships.- Supplier Relationship Levels - Consequences and Contents.- Relationships in Different Environments.- Part III - Relationship Marketing Strategies: The Individualised Approach to Relationships.- Generic Relationship Marketing Strategies.- Risks and Benefits of Relationships.- Cases.
