From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing

Discusses the nature and sometimes negative consequences of the dominating marketing paradigm of today, marketing mix management, and furthermore discusses how modern research into, for example, industrial marketing and services marketing as well as customer relationship economics shows that another approach to marketing is required This development is supported by evolving trends in business, such as strategic partnerships, alliances and networks Suggests relationship marketing, based on relationship building and management, as one emerging new marketing paradigm of the future Concludes that the simplicity of the marketing mix paradigm, with its Four P model, has become a straitjacket, fostering toolbox thinking rather than an awareness that marketing is a multi‐faceted social process, and notes that marketing theory and customers are the victims of today′s mainstream marketing thinking By using the notion of a marketing strategy continuum, discusses a number of consequences of a relationship‐type ma

From Marketing Mix to Relationship Marketing

E-mail and World Wide Web surveys have been the subject of much hyperbole about their capabilities as well as some criticism of their limitations. In this report, the authors examine what is known and not known about the use of the Internet for surveying. Specifically, they consider evidence in the literature regarding response rates, timeliness, data quality, and cost. Using this evidence, the authors evaluate popular claims that Internet-based surveys can be conducted more quickly, effectively, cheaply, and/or easily than surveys conducted via conventional modes. They find that the realities of cost and speed often do not live up to the hype. Nonetheless, it is possible to implement Internet-based surveys in ways that are effective and cost-efficient. The authors conclude that the Internet will continue to grow in importance for conducting certain types of research surveys

Richard Brookes

Papers

The New Marketing