Throwing the baby out with the bath water

Egan, John (2001) Throwing the baby out with the bath water. Marketing intelligence and planning, 19 (6). pp. 375-384. ISSN 0263-4503

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Looks at the dominance of relationship marketing (RM) in the current marketing debate and challenges some of the notions which appear to have grown up around the concept. In particular looks at a number of aspects of RM, which, despite the rhetoric, remain largely unsubstantiated. Examines the various claims of RM as a "new marketing paradigm", whether it represents a united and cohesive force and if this is perceived as such by both academics and practitioners. Looks at the economic arguments underlying RM and whether they stand up to rigorous scrutiny and at consumers' responses to relational strategies. Finally, questions the "satisfaction/loyalty/profit" hypothesis frequently suggested as the underlying model for RM.

Item Type: Article
Research Areas: A. > Business School > Leadership, Work and Organisations
Item ID: 1682
Depositing User: Repository team
Date Deposited: 24 Mar 2009 09:53
Last Modified: 13 Oct 2016 14:13

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