Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship

Uses a company study focusing on Lexus, a Toyota dealership, to examine the importance of person‐to‐person relationships in sales. Describes various features of the service strategy used by Lexus dealers. Concludes with figures demonstrating the success of the Lexus philosophy.

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Year of publication:	1991
Authors:	Davis Illingworth, J.
Published in:	Journal of Services Marketing. - MCB UP Ltd, ISSN 2054-1651, ZDB-ID 2020791-8. - Vol. 5.1991, 4, p. 49-52
Publisher:	MCB UP Ltd
Subject:	Dealerships \| Interaction \| Motor industry \| Relationship marketing \| Sales

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/08876049110035657 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014905457