9780789031624

The Future of Relationship Marketing

by ;
  • ISBN13:

    9780789031624

  • ISBN10:

    0789031620

  • Edition: 1st
  • Format: Nonspecific Binding
  • Copyright: 2006-05-25
  • Publisher: Routledge
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Supplemental Materials

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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

Summary

The impact of a positive buyer-seller relationship on the profits and customer retention of any company should never be minimized. The Future of Relationship Marketing presents carefully chosen proceedings from the Eleventh Annual Colloquium in Relationship Marketing (Cheltenham, United Kingdom, 2003). Leading experts reveal the latest studies and provide unique insights into the behaviors and dynamic strategies needed to maximize a positive relationship with the all-important customer. Each chapter is extensively referenced, and many include graphs and figures to reinforce concepts and ideas.

Table of Contents

Preface xi
The Future of Relationship Marketing
1(10)
Adrian Palmer
David Bejou
Relationship Marketing and the Challenge of Dialogical Interaction
11(18)
Richard J. Varey
David Ballantyne
Trust, Satisfaction and Loyalty in Customer Relationship Management: An Application of Justice Theory
29(14)
Lyle R. Wetsch
Are Variety-Seekers Bad Customers? An Analysis of the Role of Recommendations in the Service Profit Chain
43(16)
Herbert Woratschek
Chris Horbel
The 4Ps of Relational Marketing, Perspectives, Perceptions, Paradoxes and Paradigms: Learnings from Organizational Theory and the Strategy Literature
59(26)
Jaqueline Pels
Michael Saren
An Exploratory Analysis of CRM Implementation Models
85(20)
Stephan C. Henneberg
Developing Buyer-Seller Relationships Through Face-to-Face Negotiations
105(18)
Tracy G. Harwood
Index 123

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