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Why we buy what we buy: A theory of consumption values
Abstract This article presents a theory developed to explain why consumers make the choices they do. The theory identifies five consumption values influencing consumer choice behavior. ThreeExpand
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Consumer Resistance to Innovations: The Marketing Problem and its solutions
Considers why customers resist innovations even though they are considered necessary and desirable. Identifies functional barriers such as usage, value, and risk, and psychological barriers such asExpand
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Impact of Emerging Markets on Marketing: Rethinking Existing Perspectives and Practices
The core idea of this article is that five key characteristics—market heterogeneity, sociopolitical governance, chronic shortage of resources, unbranded competition, and inadequate infrastructure—ofExpand
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The Theory of Buyer Behavior.
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Relationship marketing in consumer markets: Antecedents and consequences
Understanding the motivations of consumers to engage in relationships with marketers is important for both practitioners and marketing scholars. To develop an effective theory of relationshipExpand
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A Model of Industrial Buyer Behavior
Although industrial market research has generated large data banks on organizational buyers, very little from the existing data seems helpful to management. What is needed before more data isExpand
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Consumption Values and Market Choices: Theory and Applications
This text presents a comprehensive theory of consumer behaviour that is operational and has been tested in more than 200 separate investigations involving a wide variety of products. The theory isExpand
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The evolution of relationship marketing
Relationship Marketing is emerging as a new phenomenon. However, relationship oriented marketing practices date back to the pre-Industrial era. In this article, we trace the history of marketingExpand
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Customer Relationship Management: Emerging Practice, Process, and Discipline
Customer relationship management (CRM) has once again gained prominence amongst academics and practitioners. However, there is a tremendous amount of confusion regarding its domain and meaning. InExpand
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Mindful consumption: a customer-centric approach to sustainability
How effectively business deals with the challenges of sustainability will define its success for decades to come. Current sustainability strategies have three major deficiencies: they do not directlyExpand
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