scispace - formally typeset
Search or ask a question

Showing papers in "Asia-Australia Marketing Journal in 1994"


Journal ArticleDOI
TL;DR: In this article, the authors discuss the nature and sometimes negative consequences of the dominating marketing paradigm of today, marketing mix management, and furthermore discuss how modern research into industrial marketing and services marketing as well as customer relationship economics shows that another approach to marketing is required.

2,669 citations


Journal ArticleDOI
TL;DR: Wilson and Lantrania as discussed by the authors explored alternative ways to conceptualize value in a relationship and concluded with a discussion of the issues faced in trying to determine the value created by a relationship or strategic alliance.

499 citations




Journal ArticleDOI
TL;DR: In this paper, the authors present a review of key components of relationship selling, different levels of relationships are explored and benefits of building relationships are summarized, including customer/prospect analysis, service quality, trust, personalized service and value added.

36 citations



Journal ArticleDOI
TL;DR: In this article, the authors introduce the Relationship Marketing concept and develop the idea of a "Relationship Management Chain" as a framework for operationalising Relationship Marketing in a broader cross-functional context.

14 citations


Journal ArticleDOI
TL;DR: In this article, the authors describe what goes wrong in company-wide service quality initiatives and why some apparently positive and logical actions turn out to be prescriptions for failure, and explain the reasons for such failures.

8 citations


Journal ArticleDOI
TL;DR: In this article, the authors examined the contribution that logistics can make to the achievement of sustained competitive advantage, particularly through the combined impact of improved customer service and lower costs to serve.

8 citations