The dynamics of the legal market: an interaction perspective

European Journal of Marketing

Volumn 33, Issue 9-10, 1999, Pages 874-895

  O’Malley, Lisa ^a   Harris, Lloyd C ^a  

^a UNIVERSITY OF WALES   (United Kingdom)

Author keywords

Interaction; Legal profession; Market analysis; Relationship marketing; Relationships

Indexed keywords

EID: 0000438995     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090569910285814     Document Type: Article

References (57)

1. Anderson, E. and Weitz, B. (1989), “Determinants of continuity in conventional industrial channel dyads”, Marketing Science, Vol. 8 No. 4, Fall, pp. 310‐23.
2. Andersson, P. and Söderlund, M.(1988), “The network approach to marketing”, Irish Marketing Review, Vol. 3, pp. 63‐8.
3. Bagozzi, R.P. (1975), “Marketing as exchange”, Journal of Marketing, Vol. 39, October, pp. 32‐9.
4. Bennett, R. (1996), “Relationship formation and governance in consumer markets: transactional analysis versus the behaviourist approach”, Journal of Marketing Management, Vol. 12, pp. 417‐36.
5. Berne, E. (1964),Games People Play, Penguin, London.
6. Berry, L.L. (1983), “Relationship marketing”, in Berry, L.L., Shostack, G.L, and Upah, G.D. (Eds), Perspectives on Services Marketing, American Marketing Association, Chicago, IL,pp. 25‐8.
7. Berry, L.L. (1995), “Relationship marketing of services – growing interest, emerging perspectives”, Journal of the Academy of Marketing Science, Vol. 23 No. 23, Fall, pp. 236‐45.
8. Bitner, M.‐J., Booms, B.H. and Stanfield Tetreault, M. (1990), “The service encounter: diagnosing favourable and unfavourable incidents”, Journal of Marketing, Vol. 54, January, pp. 71‐84.
9. Butler, J.K. 1991), “Toward understanding and measuring conditions of trust: evolution of a conditions of trust inventory”, Journal of Management, Vol. 17 No. 3, pp. 643‐63.
10. Christy, R., Oliver, G. and Penn, J. (1996), “Relationship marketing in consumer markets”, Journal of Marketing Management, Vol. 12, pp. 175‐87.
11. Coveillo, N.E., Brodie, R.J. and Munro, H.J. (1997), “Understanding contemporary marketing: development of a classification scheme”, Journal of Marketing Management, Vol. 13,pp. 501‐22.
12. Crosby, L.A. and Stephens, N. (1987), “Effects of relationship marketing on satisfaction, retention, and prices in the life insurance industry”, Journal of Marketing Research, Vol. 24, November, pp. 404‐11.
13. Crosby, L.A., Evans, K.R. and Cowles, D. (1990), “Relationship quality in services selling: an interpersonal influence perspective”, Journal of Marketing, Vol. 54, July, pp. 68‐81.
14. Cunningham, M.T. and Homse, E. (1986), “Controlling the marketing‐purchasing interface: resource development and organisational implications”, Industrial Marketing and Purchasing, Vol. 1 No. 2, pp. 3‐27.
15. Czepiel, J.A. (1990), “Service encounters and service relationships: implications for research”, Journal of Business Research, Vol. 20, pp. 13‐21.
16. Deshpande, R. (1983), “Paradigms lost: on theory and method in research in marketing”, Journal of Marketing, Vol. 47, Fall, pp. 101‐10.
17. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), “Developing buyer‐seller relationships”, Journal of Marketing, Vol. 51, April, pp. 11‐27.
18. Easterby‐Smith, M., Thorpe, R. and Lowe, A. (1991), Management Research: An Introduction, Sage, London.
19. Flood, J.A.(1983), Barristers’ Clerks: The Law’s Middlemen, Manchester University Press, Manchester.
20. Ford, D. (1980) “The development of buyer‐seller relationships in industrial markets”,European Journal of Marketing, Vol. 14 No. 5/6, pp. 339‐54.
21. Ford, D. (Ed.) (1990), Understanding Business Markets: Interaction, Relationships, Networks, Academic Press, Harcourt Brace and Co. Publishers, London.
22. Grönroos, C. (1978), “A service‐orientated approach to marketing of services”, European Journal of Marketing, Vol. 12 No. 8, pp. 588‐601.
23. Grönroos, C. (1994), “From marketing mix to relationship marketing: towards a paradigm shift in marketing”, Management Decision, Vol. 32 No. 2, pp. 4‐20.
24. Grönroos, C. (1995), “Relationship marketing: the strategy continuum”, Journal of the Academy of Marketing Science, Vol. 23No. 4, Fall, pp. 252‐4.
25. Grönroos, C. (1997), ‘Relationship marketing”, The Fifth International Colloquium, Cranfield, 2‐4 November.
26. Gummesson, E. (1987), “The new marketing – developing long‐term interactive relationships”, Long Range Planning, Vol. 20, pp. 10‐20.
27. Gummesson, E. (1994), “Making relationship marketing operational”, International Journal of Service Industry Management, Vol. 5 No. 5, pp. 5‐20.
28. Gundlach, G.T. and Murphy, P.E. (1993), “Ethical and legal foundations of relational marketing exchanges”, Journal of Marketing, Vol. 57, October, pp. 35‐46.
29. Hàkansson, H. (1982), International Marketing and Purchasing of Industrial Goods, Wiley, New York, NY.
30. Harris, L.C. (1997), “Barristers’ marketing?”, Academy of Marketing Conference, Competitive Paper, pp. 413‐23.
31. Harris, L.C. and Piercy, N.F. (1998), “Barriers to marketing development in the barristers’ profession”, Services Industries Journal, Vol. 18 No. 4.
32. Harris, T. (1973, I’m OK, You’re OK, Pan, London.
33. Heide, J.B. and John, G. (1992), “Do norms matter in marketing relationships?”, Journal of Marketing, Vol. 56, April, pp. 32‐44.
34. Homans, G.C. (1950), The Human Group, Harcourt Brace, New York, NY.
35. Hunt, S.D. (1976), “The nature and scope of marketing”, Journal of Marketing, Vol. 40, July,pp. 17‐28.
36. Hunt, S.D. (1994), “On rethinking marketing: our discipline, our practice, our methods”, European Journal of Marketing, Vol. 28 No. 3, pp. 13‐25.
37. Kotler, P. (1972), “A generic concept of marketing”, Journal of Marketing, Vol. 36, April, pp. 46‐54.
38. Kruegar, R.A. (1994), Focus Groups; A Practical Guide for Applied Research, Sage, Thousand Oaks, CA.
39. Lovelock, C.H. (1983, “Classifying service to gain strategic marketing insights”, Journal of Marketing, Vol. 47, Summer, pp. 9‐20.
40. Möller, K. and Wilson, D.T. (Eds) (1995), Business Marketing: An Interaction and Network Perspective, Kluwer Academic Publishers, Norwell, MA.
41. Moore, M. (1990), Marketing for Lawyers, Gazette Practice Handbooks, London.
42. Moorman, C., Zaltman, G. and Deshpande, R. (1992), “Relationships between providers and users of market research: the dynamics of trust within and between organizations”, Journal of Marketing Research, Vol. 29, August, pp. 314‐29.
43. Morgan, R.M. and Hunt, S.D. (1994), “The commitment‐trust theory of relationship marketing”, Journal of Marketing, Vol. 58, July, pp. 20‐38.
44. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1985), “A conceptual model of service quality and its implications for further research”, Journal of Marketing, Vol. 49, Fall, pp. 41‐50.
45. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1988), “SERVQUAL: a multiple‐item scale for measuring consumer perceptions of service quality”, Journal of Retailing, Vol. 64 No. 1, pp. 12‐40.
46. Reichheld, F.F. and Sasser, E.W. Jr (1990), “Zero defections: quality comes to services”, Harvard Business Review, Vol. 69, September‐October, pp. 105‐11.
47. Price, L.L., Arnould, E.J. and Tierney, P. (1995), “Going to extremes: managing service encounters and assessing provider performance”, Journal of Marketing, Vol. 59 No. 2, pp. 83‐97.
48. Schurr, P.H. and Ozanne, J. (1985), “Influences on exchange processes: buyer’s preconceptions of a seller’s trustworthiness and bargaining toughness”, Journal of Consumer Research,Vol. 11, March, pp. 939‐53.
49. Shostack, L.G. (1977), “Breaking free from product marketing”, Journal of Marketing, Vol. 45, April, pp. 73‐80.
50. Surprenant, C.F. and Solomon, M.R. (1987), “Predictability and personalisation in the service encounter”, Journal of Marketing, Vol. 51, April, pp. 86‐96.
51. Turnbull, P. (1979), “Roles of personal contacts in industrial export marketing”, Scandinavian Journal of Management, Vol. 7, pp. 325‐39.
52. Turnbull, P.W. and Valla, J.P. (Eds) (1986), Strategies for International Industrial Marketing: The Management of Customer Relationships in European Industrial Marketing, Croom‐Helm, London.
53. Webster, F.E. (1992), “The changing role of marketing in the corporation”, Journal of Marketing, Vol. 56, October, pp. 1‐17.
54. Weitz, B.A. and Jap, S.D. (1995), “Relationship marketing and distribution channels”, Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 305‐20.
55. Wilson, D.T. (1995), “An integrated model of buyer‐seller relationships”, Journal of the Academy of Marketing Science, Vol. 23 No. 4, Fall, pp. 335‐45.
56. Wilson, D.T. and Möller, K.E. (1991), “Buyer‐seller relationships: alternative conceptualisations”, in Paliwoda, S. (Ed.), New Perspectives in International Marketing, Routledge, London, pp. 87‐107.
57. Witt, C.A. and Stewart, H.O.I. (1996), “Solicitors and customer care”, Service Industries Journal, Vol. 16 No. 1, pp. 21‐34.