A Communication-Based Marketing Model for Managing Relationships

1998 ◽  
Vol 62 (2) ◽  
pp. 1-13 ◽  
Author(s):  
Tom Duncan ◽  
Sandra E. Moriarty
Keyword(s):  
Relationship Marketing ◽  
Brand Value ◽  
Critical Element ◽  
Marketing Communication ◽  
Marketing Theory ◽  
Brand Relationships ◽  
Interactive Communication ◽  
Marketing Model ◽  
Key Points ◽  
Valuable Element

The authors propose a communication-based model of relationship marketing and discuss how communication (rather than persuasion) is the foundation of the “new” customer-focused marketing efforts. The authors trace recent parallel shifts in communication and marketing theory and show the intersections between communication and marketing. Although communication always has been a critical element in marketing, the authors show how the increase in interactivity makes communication an even more valuable element of marketing by identifying those many points that link the two disciplines. Using the three key points at which the two disciplines intersect—messages, stakeholders, and interactivity—the authors develop a communication-based model of marketing. They demonstrate how interactive communication at three levels—corporate, marketing, and marketing communication—leads to the brand relationships that drive brand value.

Benefit Clubs as a Tool for Loyalty Marketing. Study of Brazil’s Main Insurance Companies

2019 ◽  
Vol 10 (3) ◽  
pp. 216-226
Author(s):  
Guaracy Carlos Da Silveira ◽  
◽  
Fernando Augusto Carvalho Dineli Da Costa ◽  
Keyword(s):  
Content Analysis ◽  
Best Practices ◽  
Relationship Marketing ◽  
Insurance Companies ◽  
Brand Value ◽  
Analysis Methodology ◽  
Loyalty Marketing

: This paper considers Relationship Marketing as a business strategic tool and seeks to verify the existence of Benefit Clubs and their structure offered by the major insurance companies in Brazil, analyzing the presence and formatting of the programs. Through the content analysis methodology, we seek to infer its uses for the strengthening of the positioning of these companies. At the end of the paper we compare the best practices identified. The result of the analysis considers the differential obtained by the employment of programs that seek to create brand value and loyalty.

Relationship Marketing sebagai Upaya untuk Mempertahankan Loyalitas Pelanggan:

2021 ◽  
Vol 3 (2) ◽  
pp. 170-177
Author(s):  
Farah Chalida Hanoum ◽  
Yanti Hasbian Setiawati
Keyword(s):  
Relationship Marketing ◽  
Theory And Practice ◽  
Marketing Theory ◽  
Marketing Activities ◽  
Major Shift

Relationship marketing establishing, developing and maintaining succesful relational exchanges constitutes a major shift in marketing theory and practice. Relationship marketing refer to all marketing activities directed toward establishing, developing and maintaining succesful relational exchanges.  

scholarly journals Critical Success Factors for Research Collaborations between Firms and Research Institutes in New Zealand

2021 ◽  
Author(s):  
◽  
Stefan Celeski
Keyword(s):  
New Zealand ◽  
Relationship Marketing ◽  
Critical Success Factors ◽  
Success Factors ◽  
Innovation System ◽  
Marketing Theory ◽  
Case Study Methodology ◽  
Critical Success ◽  
Research Institutes ◽  
Study Methodology

<p>Ongoing discussions and changes in the New Zealand innovation system have underlined the need to improve the level of co-operation between firms and the Crown Research Institutes (CRIs) in New Zealand. This study contributes to this discussion by assessing the critical success factors for research co-operations between firms and CRIs. Alongside the practical value of this study, it also contributes to the development of relationship marketing theory, where empirical insights into research co-operations between firms and research institutes is lacking. Specifically, a case study methodology was utilised to test a conceptual model developed from existing literature in the context of research cooperations between universities and firms. To do so, similarities and contrasts between two successful research co-operations and two less successful research co-operations were examined in the light of 12 previously developed propositions. Findings from this study highlight the strong similarity of success factors for research cooperations between firms and universities with those of firms and research institutes. However, additional themes emerged from this study, notably the concepts of group diversity and the multidimensionality of trust. The emergence of these additional themes might be explained by the unique characteristics of the New Zealand innovation system (remoteness and small size of firms), and the study methodology, which enabled additional insights. Overall, this study contributes empirical data and conclusions from a new context to relationship marketing literature. From a managerial point of view, this study highlights the importance of a good balance between trust and distrust, a strong bond between the boundary spanning managers, and satisfactory communication as major determinants of successful research co-operation between firms and CRIs.</p>

scholarly journals Building Relationships Between Business Schools And Students: An Empirical Investigation Into Student Retention

2011 ◽  
Vol 1 (11) ◽  
Author(s):  
Phani Tej Adidam ◽  
R. Prasad Bingi ◽  
Birud Sindhav
Keyword(s):  
Student Retention ◽  
Relationship Marketing ◽  
Business School ◽  
Structural Equation ◽  
Empirical Investigation ◽  
Business Schools ◽  
Equation Modeling ◽  
Marketing Theory ◽  
Building Relationships ◽  
The Relationship

This study uses the relationship marketing theory of commitment and trust as a framework to investigate the issue of student retention in business schools. Structural equation modeling was used to examine relationships specified by Morgan and Hunt's (1994) theory of relationship marketing.  Students' commitment to the business schools were determined by perceived benefits of attending the school, perceived similarity of values between the school and the students, and trust between the professors and the students.  Commitment increased intentions to remain at the business school.

scholarly journals Resource integration for co-creation between marketing agencies and clients

2018 ◽  
Vol 52 (5/6) ◽  
pp. 1329-1354 ◽  
Author(s):  
Tim Hughes ◽  
Mario Vafeas ◽  
Toni Hilton
Keyword(s):  
Relationship Marketing ◽  
Design Methodology ◽  
Resource Integration ◽  
Marketing Theory ◽  
Content Type ◽  
Integration Approach ◽  
Resource Enhancement ◽  
Operant Resources ◽  
Business To Business ◽  
Practical Implications

Purpose Resource integration is a central idea within service-dominant logic (S-D logic), but there has been little scholarly research on this aspect of theory. This paper aims to explore resource integration between marketing agencies and their clients. Design/methodology/approach In total, nine case studies have been developed using a dyadic approach of interviewing clients and members of their agency teams. This is followed-up with presentations and workshops with over 200 practitioners who validated the findings and added new perspectives. Findings The key operant resources in the client/agency context have been identified. The ways the operant resources of the actors developed during the course of resource integration, building potential resources for future co-creation are shown. The differing perspectives of the actors to each other’s contribution are highlighted. Research limitations/implications This study suggests that resource enhancement and development, as a result of integration, is important. For agency/client research, resource integration and development brings new perspectives complementing existing relationship approaches to research. The findings have implications for relationship marketing theory across business-to-business (B2B) contexts. Practical implications The findings suggest a resource integration approach that could be jointly addressed between agency and client in improving the way they work together. The discourse of co-creation suggests a way for them to talk about how to work together effectively. Suggestions are made for teaching. Originality/value This study develops the S-D logic theory through exploring resource enhancement and development in a B2B co-creation context. The dyadic nature of the research is novel in studying how marketing agencies and clients work together and new perspectives emerge from the approach.

A persuasive eWOM model for increasing consumer engagement on social media: evidence from Irish fashion micro-influencers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zheng Shen
Keyword(s):  
Social Media ◽  
Design Methodology ◽  
Relevant Literature ◽  
Consumer Participation ◽  
Marketing Communication ◽  
Consumer Engagement ◽  
Brand Relationships ◽  
Content Type ◽  
Consumer Interactions ◽  
The Relationship

Purpose This study aims to find how can fashion micro-influencers and their electronic word-of-mouth (eWOM) messages increase consumer engagement on social media, focusing on micro-influencers’ influence, typology, eWOM content and consumer engagement. Design/methodology/approach A total of 20,000 microblogs were collected from Irish fashion micro-influencers and analyzed through keyword classification and content analysis in NVivo. The determinants of eWOM persuasiveness for consumer engagement on social media were investigated based on Sussman and Siegal’s information adoption model. Findings The study finds that among the four types of micro-influencers, market mavens and their eWOM messages have the highest impact on consumer engagement on social media, and it presents a repetitive and persuasive eWOM model of market mavens to increase consumer participation. Also, the study discovers that micro-influencers’ occasion-related microblogs have an increasing impact on consumer interactions whereas microblogs with brands have a decreasing engagement with consumers on social media. Originality/value This study advances prior studies on the relationship between influencers’ eWOM messages and consumer participation on social media by the development of a persuasive eWOM model of micro-influencers to increase consumer engagement and fill in the lack of relevant literature. Also, findings provide actionable insights for marketing communication practitioners to persuade consumers to participate in eWOM communications and establish strong consumer-brand relationships on social media.

Consumer relationship proneness revisited: A multidimensional formative measure

2019 ◽  
Vol 62 (6) ◽  
pp. 758-779
Author(s):  
Kamilia Bahia
Keyword(s):  
Relationship Marketing ◽  
Retail Banking ◽  
Theory And Practice ◽  
Measurement Scale ◽  
Marketing Theory ◽  
Validation Process ◽  
Banking Services ◽  
Development And Validation ◽  
Commercial Relationships ◽  
Item Scale

Despite the interest of consumer relationship proneness (CRP) in consumer behavior research and managerial practice in Relationship Marketing, its past conceptualization and measurement bear several shortcomings. To address them, this article first develops an integrative conceptualization of CRP based on the motivations that animate the consumer and lead him or her to engage in commercial relationships. Then, it reports the development and validation process of a comprehensive, multidimensional measurement scale for CRP. This multiphase process has resulted in a 19-item scale that measures CRP across four formative motivational facets that were validated in two different sectors: retail banking services and apparel stores. This scale exhibits satisfactory psychometric qualities in both sectors. The article concludes with implications for marketing theory and practice.

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