Author: Adam Lindgreen
Publisher: Routledge
ISBN: 1351153307
Category : Business & Economics
Languages : en
Pages : 280
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Book Description
Sole reliance on traditional marketing practices can cost a lot of money for little gain. That's why establishing, developing, and maintaining market relationships with customers and other stakeholders is often hailed as an effective means to achieve a sustained competitive market advantage. Despite this, the benefits of relationship marketing remain uncertain, and efforts in this arena often fail. Managing Market Relationships explains what relationship marketing entails, how it is implemented, how it evolves, and how it is controlled. Building on research with colleagues, Adam Lindgreen argues that companies must add value - either through their products and services or through their relationships, networks, and interactions. Readers are introduced to the buyer-seller market exchange model that recognizes the importance of relationship marketing but argues that it should co-exist with traditional marketing. The book offers guidance on how to develop, involve, and evaluate management and employees in relationship-building market activities. To avoid the one-size-fits-all approach to relationships, that so often leads to the premature death of managers' efforts, a relationship management assessment tool is provided that helps companies to question, identify, and prioritize critical aspects of relationship marketing. This timely and comprehensively researched book is essential reading for researchers, those involved in the professional training and development of marketers, and higher level students and practitioners who will want to learn more about relationship marketing, relevant research methodologies and how to use sound managerial models and tools.
Author: Bill Donaldson
Publisher: John Wiley & Sons
ISBN: 0470028807
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively addressed relationships as a strategic issue, and considering relationships as strategic and as a basis for competition is central to this book. In a nutshell, strategic market relationships is the process of analyzing, formulating and implementing a relationship strategy for an organisation. The new edition is being totally restructured in the light of teaching experience with the book and new research since it was published. Most of the existing content will still be there but presented in a new logic. Continues to map relationships from strategy to implementation Text more clearly divided into strategy and implementation parts Continues to focus on close relationships and on the management of relationships Continues with introductory case illustration and end of chapter teaching cases with many new ones All chapter updated with new research since the last publication Revamped chapter on relationship planning including a stronger focus on strategic choice and relationship development New chapter on relationship types/archetypes to develop on the theme of classification and the management of specific relationships New chapter on organizing relationships New chapter on people and relationships E-relationship chapter integrated into chapter on communication and dialogue in a relationship New chapter on channel relationships Chapter on relationship performance restructured around costs and value. Ethics and researching relationships expanded in the conclusion chapter
Author: Jean-Jacques Lambin
Publisher: Presses univ. de Louvain
ISBN: 9782874631191
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
This essay attempts to structure a forward-looking approach to the evolving role of marketing in today's economy. Many organisations today recognize the need to become more market responsive in the global and interconnected market in which they operate.
Author: Elearn
Publisher: Routledge
ISBN: 1136383166
Category : Business & Economics
Languages : en
Pages : 133
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Book Description
Stuck for ideas, inspiration or just want to work differently? Management Extra brings all the best management thinking together in one package. The books are practical and well structured to provide an in depth treatment of these management topics. Titles in the series: * Business Environment * Change Management * Development for High Performance * Effective Communications * Financial Management * Information and Knowledge Management * Leadership and Management in Organisations * Leading Teams * Making Sense of Data and Information * Managing Markets and Customers * Managing for Results * Managing Health, Safety and Working Environment * Managing Legal and Ethical Principles * Managing Yourself * Positive Working Relationships * Project Management * Quality and Operations Management * Reaching Your Goals Through Innovation * Recruitment and Selection * Reputation Management The series fuses key theories and concepts with applied activities to help managers examine how they work in practice. The books are created with individuals in mind. They are designed to help you improve your management skills. Management Extra can also be used in conjunction with management programmes of study aligned to standards. Each of the books has case studies, self assessments and activities all underpinned by knowledge and understanding of the frameworks and techniques required to improve performance. Management Extra provides managers and trainers with a handbook for action and development. "You found it – what a find! A practical resource packed with all the relevant theory and suggested activities to support your professional development. An essential resource to have at your fingertips, jump in and enjoy." --Russell Jeans, Learning and Development Manager, ntl "All the essential concepts are here, presented in an easily digestible format with lots of up to date case studies and references – but, most importantly, with plenty of thought provoking activities and self-diagnostic exercises to make the learning personal and transferable." --Peter Manning, Head of Training & Development, News International Newspapers Ltd
Author: Elearn
Publisher: Routledge
ISBN: 1136383239
Category : Business & Economics
Languages : en
Pages : 134
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Book Description
More and more managers are looking for customer focus to help fight the pressures of rising costs, global competition and falling sales. But it’s not simply a case of trying to get closer to your customers. There are more strategic decisions that if made can make your marketing more lean, more focused and more successful. Managing Customers and Markets explores what market orientation means and the key things you need to be able to do as a manager to make a difference. Understand market orientation and what it means for you Recognise ways you can contribute to customer value in your organisation. Explore how to improve customer satisfaction and customer relationships Evaluate your competitive advantage and changes that could be made to structure, products and services to enhance the offer Identify techniques for developing new markets and products.
Author: Kenneth Le Meunier-Fitzhugh
Publisher: Business Expert Press
ISBN: 1606498592
Category : Business & Economics
Languages : en
Pages : 150
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Book Description
How should corporate sales and marketing teams operate collaboratively in a 21st Century to enhance performance in the marketplace? This publication provides insights into how and why con ict and/or separation has grown up between the sales and marketing functions in many organizations, and what senior managers can do to counter this. Sales and marketing functions have the capabilities required to assist the organization to adapt to rapidly changing environments by focusing on customer needs and the activities of competitors. To gain the maximum bene ts for the organization, sales and marketing need to interact effectively and communicate both formally and informally. Creating Effective Sales and Marketing Relationships will consider the resourcing of sales and marketing, and how innovative processes can reduce conflict and promote mutual understanding.
Author: Soren Hougaard
Publisher: Springer Science & Business Media
ISBN: 3642032435
Category : Business & Economics
Languages : en
Pages : 227
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Book Description
In "The Relationship Marketer", Søren Hougaard and Mogens Bjerre explain how the concept of the dyad (i.e., mutuality, or "you and me") is quickly becoming a fundamental principle in marketing. The authors suggest that understanding customer relationships, value co-creation, and customised business models in which effectiveness is evaluated on an individualised basis leads to outstanding business performance. Based on these principles the authors present a concrete and practically manageable framework for implementation. Readers will find surprising, useful, and applicable marketing models, typologies and tools, as well as guides to the systematic generation of strategic opportunities. "The Relationship Marketer" will be valuable reading for students and professionals in sales and marketing, as well as anyone seeking insights into dyadic market forces, which are moving industry beyond the outdated perspective of treating all customers equally.
Author: A. Cox
Publisher: Springer
ISBN: 0230509193
Category : Business & Economics
Languages : en
Pages : 255
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Book Description
This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.
Author: Svend Hollensen
Publisher: Pearson Education
ISBN: 9780273643784
Category : Business & Economics
Languages : en
Pages : 820
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Book Description
Marketing Management: A Relationship Approach takes the unique approach of linking relationship marketing to the traditional market planning models, which are used by most marketers today. The importance of the firm, not only to have good relationships with their customers but also with the other actors in the value net, such as suppliers, competitors, supplementors and the firms own personnel, and how this, in turn, will develop the firm's competitive advantage, is paramount. This "new" holistic approach to the marketing planning process is illustrated throughout the book with real company examples.
Author: Oliver Florian Friede
Publisher: GRIN Verlag
ISBN: 3638157385
Category : Business & Economics
Languages : en
Pages : 25
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Book Description
Seminar paper from the year 2002 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3 (A), University of Tampere (School of Business Administration), course: Buying Behaviour, language: English, abstract: The profitability of any company and stability in its activity depends on the preferences of their customers. Marketing mix also plays a very important role. Analysing custom-ers company should choose the product to produce, price for which to sell, place of selling, the strategy of distribution and advertising. Company should not ignore their competitors. During recent years the importance of inter-company relationships has been widely recognised. Customers are always searching for suppliers that can and are prepared to meet their requirements. To make a right decision it is necessary to analyse the market. That is the work of departments. The relationships between buy-ers and sellers are rather like the relationships between people. Two companies are surviving due to each other. Relationships exist between all suppliers and their cus-tomers in business markets. The decision that managers of a company face are mainly how to achieve that relationship and what sort of relationships they would like to have. Company have to set priorities between their different relationships, allocate resources accordingly and manage them individually. An important task to build rela-tionships with the customers, which will span not just several months but be counted by decades. Long-term relationships company behave according to the values that create genuine trust over time: quality, honesty, accountability and fairness. To serve clients now and as far into the future as they may need a company. Company have to strive to build long-term relationships with our customers this enables both partners to share in the economic benefits and trust established by a continued relationship.
