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Relationship marketing and imaginary organizations: a synthesis

Gummesson, Evert - In: European Journal of Marketing 30 (1996) 2, pp. 31-44

Explores the dependency between relationship marketing (RM) and new developments in organization theory. In RM, relationships, networks and interaction are in focus. The primary role of marketing is to connect suppliers and customers but RM also includes relationships with other stakeholders,...

Persistent link: https://www.econbiz.de/10014723155

An alternative view of relationship marketing: a framework for ethical analysis

Takala, Tuomo; Uusitalo, Outi - In: European Journal of Marketing 30 (1996) 2, pp. 45-60

At present, a continuing widespread debate on the moral nature of business is widely recognized. However, it seems that the ethical evaluation of business practices is not very common in the area of relationship marketing. Analyses relationship marketing from the viewpoint of ethical theories....

Persistent link: https://www.econbiz.de/10014723156

Networking when national boundaries dissolve

Elg, Ulf; Johansson, Ulf - In: European Journal of Marketing 30 (1996) 2, pp. 61-74

Managing a set of relationships to other firms is a complex task, since each relationship is likely to have consequences on the other ones. Highlights the co‐ordination of interorganizational ties during a process of internationalization, and the consequences that different types of...

Persistent link: https://www.econbiz.de/10014723157

Salesforce performance and behaviour‐based management processes in business‐to‐business sales organizations

Piercy, Nigel F.; Cravens, David W.; Morgan, Neil A. - In: European Journal of Marketing 32 (1998) 1/2, pp. 79-100

Reports a study of sales management in UK companies, which explores the relationship between behaviour‐based control systems and outcome‐based control systems. Although conventional theory has suggested that behaviour performance and outcome performance result from different stimuli, we find...

Persistent link: https://www.econbiz.de/10014723253

A relationship marketing approach to guanxi

Tomás Gómez Arias, José - In: European Journal of Marketing 32 (1998) 1/2, pp. 145-156

In recent years there has been a growing interest in Asian business practices, in particular the use of social networks in China for business purposes. Because of its relational nature, some have identified guanxi with a traditional form of relationship marketing. We use the recent developments...

Persistent link: https://www.econbiz.de/10014723256

Antecedents and consequences of trust and satisfaction in buyer‐seller relationships

Selnes, Fred - In: European Journal of Marketing 32 (1998) 3/4, pp. 305-322

The perspective of marketing has changed from regarding marketing as a series of independent transactions to a dynamic process of establishing, maintaining and enhancing relationships. In an emerging theory of relationship marketing, both trust and satisfaction are core concepts in understanding...

Persistent link: https://www.econbiz.de/10014723260

The difference between Chinese and Western negotiations

Buttery, E. Alan; Leung, T.K.P. - In: European Journal of Marketing 32 (1998) 3/4, pp. 374-389

Guanxi is the foundation of Chinese business negotiations. The paper explains the meaning of Guanxi and uses it to differentiate between the characteristics of Chinese and Western negotiations in the marketing context. Guanxi is a characteristic of Chinese culture and provides a starting point...

Persistent link: https://www.econbiz.de/10014723264

An empirical examination of the role of “closeness” in industrial buyer‐seller relationships

Nielson, Charles C. - In: European Journal of Marketing 32 (1998) 5/6, pp. 441-463

Managers of marketing relationships are advised to get “close” to the customer. Some theoretical models of industrial buyer‐seller relationships incorporate notions such as “closeness” and “intimacy”. What does it mean to have a close relationship? Is closeness essential to success...

Persistent link: https://www.econbiz.de/10014723267

The effect of global leadership on purchasing process outcomes

Tomas M. Hult, G.; Ferrell, O.C.; Schul, Patrick L. - In: European Journal of Marketing 32 (1998) 11/12, pp. 1029-1050

This study examines the effects of transformational and transactional leadership behaviors on cycle time, customer orientation, and relationship commitment in the purchasing process of a multinational services organization. The focus is on the activities and relationships between the...

Persistent link: https://www.econbiz.de/10014723299

On the ability of ad agencies to assist in developing one‐to‐one communication

Kunøe, Gorm - In: European Journal of Marketing 32 (1998) 11/12, pp. 1124-1137

‐to‐one communication is a new way of closing the gap between the clients’ expectations and experiences. However, the realization of new one …‐to‐one communication strategies has its limitations. According to Norwegian research presented here, the preconditions for carrying out one …‐to‐one communication are only present to a very limited extent. The possibility of the ad agencies assisting their clients in their efforts …

Persistent link: https://www.econbiz.de/10014723304