Relationship marketing in organizational markets - assessing its costs and benefits

Journal of Strategic Marketing

Volumn 4, Issue 3, 1996, Pages 181-191

  Blois, K J ^a  

^a UNIVERSITY OF OXFORD   (United Kingdom)

Author keywords

Information; Organizations; Profitability; Relationships

Indexed keywords

EID: 0011113545     PISSN: 0965254X     EISSN: 14664488     Source Type: Journal    
DOI: 10.1080/096525496346894     Document Type: Article

References (28)

1. Anandarajan, A. and Christopher, M. (1987) A mission approach to customer profitability analysis. International Journal of Physical Distribution and Materials Management 17(7), 55-68.
2. Bellis-Jones, R. (1989) Customer profitability analysis. Management Accounting 67(2), 26-28.
3. Blois, K.J. (1980a) Market concentration - challenge to corporate policy? Journal of Long Range Planning 13, 56-62.
4. Blois, K.J. (1980b) The manufacturing/marketing orientation and its information needs. European Journal of Marketing 14, 354-64.
5. Blois, K.J. (1996) Relationship marketing in organizational markets - when is it appropriate? Journal of Marketing Management 12, 161-73.
6. Campbell, N.C.G. and Cunningham, M.T. (1985) Managing customer relationships. The challenge of deploying scarce resources. International Journal of Research in Marketing 2, 255-62.
7. Coase, R.H. (1938) Business organization and the accountant. In D. Solomons (ed.) (1952) Studies in Costing. London: Sweet and Maxwell.
8. Cooper, R. and Kaplan, R.S. (1991) Profit priorities from activity-based costing. Harvard Business Review (May-June) 130-5.
9. Christopher, M., Payne, A. and Ballantyre, D. (1991) Relationship Marketing. Oxford: Butterworth- Heinemann.
10. Davidson, H. (1987) Offensive Marketing. Harmondsworth: Penguin Books Ltd.
11. Easton, G. and Araujo, L. (1994) Market exchange, social structures and time. European Journal of Marketing 28(3), 72-84.
12. Gummesson, E. (1994) Making relationship marketing operational. International Journal of Service Industry Management 5(5), 5-20.
13. Hakansson, H. and Snehota, I. (1995) The burden of relationships or who’s next? Proceedings of the IMP International Conference, Manchester, 522-36.
14. Howell, R.A. and Soucy, S.R. (1990) Customer profitability: as crucial as product profitability. Management Accounting (NAA) 72(4), 43-7.
15. Innes, J. and Mitchell, F. (1995) A survey of activity-based costing in the U.K.’s largest companies. Management Accounting Research 6, 137-53.
16. Johanson, J. and Mattson, L.-G. (1985) Marketing investments and market investments in industrial markets. International Journal of Research in Marketing 2, 185-95.
17. Kalwani, M.U. and Narayandas, N. (1995) Long-term manufacturer-supplier relationships: do they pay off for supplier firms? Journal of Marketing 59, 1-16.
18. Kaplan, R.S. (1992) In defense of activity-based cost management. Management Accounting (US) November, 58-63.
19. Kotler, P. (1992) It’s time for total marketing. Business Week ADVANCE Executive Brief 2.
20. Macaulay, S. (1963) Non-contractual relations in business: a preliminary study. American Sociological Review 28, 55-67.
21. McKitterick, J.B. (1957) What is the marketing management concept? In F.M. Bass, (ed.) The Frontiers of Marketing Thought and Science. Chicago: American Marketing Association.
22. Maister, D.H. (1993) Managing the Professional Service Firm. New York: The Free Press.
23. Morgan, R.M. and Hunt, S.D. (1994) The commitment-trust theory of relationship marketing. Journal of Marketing 58 (July), 20-38.
24. Smith, M. (1993) Customer profitability analysis revisited. Management Accounting 71(9), 26.
25. Stutchfield, N. and Weber, B.W. (1992) Modeling the profitability of customer relationships: development and impact of Barclays de Zoete Wedd’s BEATRICE. Journal of Management Information Systems 9(2), 53-76.
26. Sweeney, D.J. (1972) Marketing: management technology or social process? Journal of Marketing 36(4) 3-10.
27. Tjosvold, D. and Wong, C. (1994) Working with customers: cooperation and competition in relational marketing. Journal of Marketing Management 10, 297-310.
28. Wilson, A. (1994) Emancipating the Professions. Chichester: John Wiley & Sons.