Relationship Marketing of Services Perspectives from 1983 and 2000

@article{Berry2002RelationshipMO,
  title={Relationship Marketing of Services Perspectives from 1983 and 2000},
  author={Leonard L. Berry},
  journal={Journal of Relationship Marketing},
  year={2002},
  volume={1},
  pages={59 - 77}
}
  • L. Berry
  • Published 1 January 2002
  • Business
  • Journal of Relationship Marketing
Abstract In 1983 the author presented a paper entitled simply “Relationship Marketing” at the American Marketing Association's Services Marketing Conference. The paper was published in the conference proceedings and for the first time the phrase “relationship marketing” appeared in the marketing literature. For this charter issue of the Journal of Relationship Marketing, the original 1983 paper is reprinted in full. The author then offers fresh perspectives on his paper in the form of a… 
Relationship Marketing in European Consumer Goods Markets: From Marketing Mix Orientation to Customer Life Cycle Management
During the recent past, the idea of relationship marketing has gained more and more recognition in both scientific and professional literature (Berry 1983, 2002; Gordon 1998; Bruhn 2001; Gummesson
Relationship marketing research (1983–2012): an academic review and classification
The term Relationship Marketing (RM) was first coined by Berry in 1983, he stressed upon developing close and long–term relationship with customers. Further the literature enriched by scholars in the
Information technology and relationship marketing in an inter-firm context: implications for research
The focus in the relationship marketing literature is often on retaining customers, and the use of face-to-face relationships. Although the use of technology in business is continually increasing and
The Relationships in Marketing: Contribution of a Historical Perspective
This paper presents an historical analysis of relationship marketing. We discuss the roots and the directions of relationship marketing that are considered relevant: their origins, the Industrial
A critical review of relationship marketing: Strategies to include community into marketing in development contexts
An argument for relationship marketing strategies from a community organization approach in a development context is presented in this paper. Emphasis is on the conflict among interests of
Relationship Marketing in a Self-Service Context: No Longer Applicable?
To explore the impact of the use of self-service technologies on interfirm relationships, a grounded theory study was conducted. This article reviews the results and implications of an exploratory
Relational marketing: development, debates and directions
Abstract Relationship marketing (RM) is an umbrella term for a loose collection of ideas and concepts that emerged in different empirical contexts from the late 1970s. Informed by diverse research
Relationships and Relationship Marketing : An Interdisciplinary Perspective
This is a conceptual paper that discusses and presents a research project concerned with relationships and relationship marketing. The paper shows that the concept of relationship marketing is in the
Relationship Marketing Through the Prism of Customer Loyalty
The paper sistemically analyzes two complex phenomena relevant to practice and science – mixture of relationship marketing and customer loyalty. The following fundamental aspects of these phenomena
Customer management : fad or substance?
Customer management, customer relationship management (CRM) and relationship marketing are currently receiving substantial attention in academia and industry. It may well be asked whether these
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 21 REFERENCES
The Changing Role of Marketing in the Corporation
New organization forms, including strategic partnerships and networks, are replacing simple market-based transactions and traditional bureaucratic hierarchical organizations. The historical marketing
Relationship marketing of services—growing interest, emerging perspectives
Relationship marketing is an old idea but a new focus now at the forefront of services marketing practice and academic research. The impetus for its development has come from the maturing of services
The Commitment-Trust Theory of Relationship Marketing
Relationship marketing—establishing, developing, and maintaining successful relational exchanges—constitutes a major shift in marketing theory and practice. After conceptualizing relationship marke...
Commercial Friendships: Service Provider–Client Relationships in Context
The authors describe commercial friendships that develop between service providers and clients as one important type of marketing relationship. They report results of five studies that employ
The service organization: Climate is crucial
Marketing Intangible Products and Product Intangibles
When you ask prospective customers to buy promises —as all service-oriented firms do - you must provide metaphorical reassurances of quality and "industrialize" the service-delivery process
Discovering the Soul of Service: The Nine Drivers of Sustainable Business Success
CONTENTS Acknowledgments Author's Note * Sustaining Success in Service Companies * Success-Sustaining Values * Leading with Values * Strategic Focus * Executional Excellence * Control of Destiny *
Loyalty-based management.
TLDR
To compete on loyalty, a company must understand the relationships between customer retention and the other parts of the business--and be able to quantify the linkages between loyalty and profits.
...
1
2
3
...