The much debated relationship marketing paradigm suggests that the marketingstrategy should be framed in terms of the development of long-term and mutually rewardingcustomer relationships, rather than simply focussing upon the promotion and selling ofproducts and services. Moreover, customer...

Business-to-business relationships within sustained monopolies, such as those within Defence Procurement, have received limited attention by Management Researchers. This is unusual because under these market circumstances typically there appear to be few incentives to achieve mutually beneficial...

Business-to-business relationships within sustained monopolies, such as those within UK Defence Procurement, have received scant attention by Management Researchers. This is unusual because under these market circumstances there appear to be few incentives to achieve mutually beneficial outcomes...

Thesis (DBA(DoctorateofBusinessAdministration))--University of South Australia, 2006.

Thesis (PhDBusinessandManagement)--University of South Australia, 2006.

UUProblem Members of the Singapore Heavy Equipment Spare Parts Industry face a multitude of challenges in developing their pricing strategy and practice, and in establishing, developing, and maintaining successful relational exchanges. They are unable to obtain any guidance from the pricing or...

Marketing has developed from using a simple transactional model to a more sophisticated relational orientation model. Selling and marketing practices are different according to the culture of a country, purchasing power parity, economical situations, political conditions, the demand versus...

Purpose - The purpose of this paper is to demonstrate the contribution of qualitative methods and techniques in extending the understanding of relationship marketing theory.Design/methodology/approach - The study investigated six Australian sporting organisations using multiple data collection...

This paper presents some significant empirical findings about the role of switching cost and alternative attractiveness in developing the long-term relationship between the client and the service-provider in personal financial planning services. Considering switching costs and alternative...

It has been generally argued that the highly collectivist nature of the Eastern cultures make them more receptive to relationship marketing (RM). However, so far, a very little research has been done on RM in developing countries. Purpose of this study was twofold: one to gain the Bangladeshi...