Despite the recent failures of many e‐businesses, the consensus remains that firms will need to develop e‐commerce strategies if they are to compete in the future. However, there is little by way of empirical research on how firms can successfully do so. We examine a case of a large global...

Purpose – This article seeks to explore the inner workings of affiliate marketing. Design/methodology/approach – Defines the affiliate marketing marketplace including some of the participants and explores the characteristics of a successful long‐term relationship. Findings – The key to...

Business‐to‐business international Internet marketing is one of the key drivers in sustaining an organisation’s competitive advantage. The challenge for organisations today is to understand the factors that play a critical role in utilising Internet capabilities and their implications on...

As online purchasing grows in importance, understanding which consumers use this new distribution channel is an important question for e‐commerce managers and consumer theorists. The purpose of this study was to examine selected demographic and psychological characteristics that lead consumers...

This paper argues that organizing customers is an essential marketing element on the Internet. Through examining Internet marketing activities of three major Japanese travel agencies – JTB, Nippon Travel Agency and Kinki‐Nippon Tourist – by a case approach, the paper discusses the reasons...

Purpose – This paper sets out to explore how the principles developed by Sir Ronald Aylmer Fisher, FRS (1890‐1962), a gifted British evolutionary biologist, geneticist and statistician, can be applied in today's retail environment to estimate new customers becoming visible through your...

Purpose – This paper seeks to examine three evolutionary trends that are pushing the boundaries of loyalty marketing in 2006 and beyond. These trends incorporate the power of networks, the power of data, and the power of convergence. Design/methodology/approach – The paper thoroughly...

Purpose – This paper aims to examine the banking industry's expanding use of loyalty marketing programs to build profitable relationships with customers. Banks' relationship‐building strategies fall into two categories: full‐blown multi‐product loyalty programs and narrower programs that...

Purpose – This article aims to examine US loyalty marketing industry size and analyzes growth trends. Design/methodology/approach – The article provides a discussion on COLLOQUY's benchmark‐setting measurement. Findings – US loyalty rewards program membership has reached 1.3 billion,...

Takes a look at the worldwide trend toward loyalty marketing and highlights the reasons for this emphasis on loyalty. Asserts that building customer loyalty is a business strategy, not just a marketing program and that all businesses should seek to boost loyalty and maximize share of customer....