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Elements of Conceptual Foundations of Relationship Marketing: The elements in Analytical Tools, Work Process, Support Infrastructure and Measures that are the conceptual foundation for Relationship Marketing Principle: Lists the tools…
Elements of Formation Governance and Evaluation Model of Relationship Marketing: The elements constituting the formation, management and evaluation of relationship marketing Principle: A process of engaging in co-operative and collaborative…
Elements of IMP’s Interaction Model: Illustrate the Environment, Atmosphere and Relationship elements surrounding the interaction process Principle: Three interaction elements besides financial exchange Issues: Cooperation -> Adaptation/Investment -> Commitment ->…
Elements of Key Account Management: Levels of customer involvement and the nature of customer relationship Principle: Describes the stages in KAM, in relation to involvement and relationship Issues: (low cost…
Elements of Six Market Domains of Relationship Marketing: The market domains Internal, Referral, Influence, Recruitment and Supplier/alliance with Customer Markets as core component Principle: Six domains of Relationship Marketing where…
Elements of Drivers and Resistors to Relationship Marketing: Drivers for RM: High acquisition costs relative to retention costs (understanding that lifetime value of customers makes economic sense) High exit barriers…
Elements of Customer Portfolio – Three-Dimensional Customer Classification Matrix: Matrix positioning customers (or other partners) according to Relationship value, Net price and Cost to serve Principle: Classifies relationships based on…
Elements of Transactional vs Relationship Marketing: Compares the variables, time, marketing, priceelasticity, customer satisfaction, customer feedback, independence of functions, internal marketing and product types, in Transactional vs Relationship marketing approach…
Elements of A classification of relationship types: Transactions, Repeated Transactions, Long-term Relationships, Buyer-seller Partnerships, Strategic Alliance/Joint Ventures, Network Organisations, Vertical Integration Principle: The development of transactional to strategic relationships Issues:…
Elements of Business to Consumer (B2C) relationship caracteristics: Terms of refererence the organisation defines interaction with customers as a relationship only if it is considered to benefit the organisation Relational…