Establishing marketing relationships in the advertising agency business: A transitional economy case

Journal of Advertising Research

Volumn 38, Issue 6, 1998, Pages 27-35

  Jancic, Zlatko ^a   Zabkar, Vesna ^a  

^a UNIVERSITY OF LJUBLJANA   (Slovenia)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0040971597     PISSN: 00218499     EISSN: 17401909     Source Type: Journal    
DOI: None     Document Type: Article

References (33)

1. ANDERSON, J. C. "Relationships in Business Markets: Exchange Episodes, Value Creation, and their Empirical Assessment." Journal of the Academy of Marketing Science 23, 4 (1995): 346-50.
2. BAKER, WAYNE. Networking Smart. New York: McGraw Hill, 1994.
3. BERRY, LEONARD L. "Relationships Marketing of Services. Growing Interest, Emerging Perspectives." Journal of the Academy of Marketing Science 23, 4 (1995): 236-45.
4. BITNER, MARY JO. "Evaluating Service Encounters: The Effects of Physical Surroundings and Employee Responses." Journal of Marketing 54, 2 (1990): 69-82.
5. _. "Building Service Relationships: It's All About Promises." Journal of the Academy of Marketing Science 23, 4 (1995): 246-51.
6. BLATTBERG, ROBERT C., and JOHN DEIGHTOM. "Manage Marketing by the Customer Equity Test." Harvard Business Review 74, 4 (1996): 137-44.
7. DOWLING, GRAHAME R. "Searching for a New Advertising Agency: A Client Perspective." International Journal of Advertising 13, 3 (1994): 229-42.
8. DOYLE, P., M. CORSTJENS, and P. C. N. MICHELL. "Signals of Vulnerability in Agency-client Relations." Journal of Marketing 40, 4 (1980): 18-23.
9. DWYER, F. ROBERT, PAUL H. SCHURR, and SEJO OH. "Developing Buyer-Seller Relationships." Journal of Marketing 51, 2 (1987): 11-27.
10. FORD, D., H. HAKANSSON, and J. JOHANSON. "How Do Companies Interact?" Industrial Marketing and Purchasing 1, 1 (1986): 26-11.
11. FORD, DAVID. "Buyer/Seller Relationships in International Industrial Markets." In Understanding Business Markets: Interactions, Relationships and Networks, D. Ford, ed. London: Academic Press, 1990.
12. GARDNER, HERBERT S., JR. The Advertising Agency Business: The Complete Manual for Management & Operation. Lincolnwood: NTC Business Books, 1989.
13. GRÖNROOS, CHRISTIAN. "Relationship Marketing: Strategic and Tactical Implications." Management Decision 34, 3 (1996): 5-14.
14. GUMMESSON, EVERT. "The New Marketing-Developing Long-Term Interactive Relationships." Long Range Planning 20, 4 (1987): 10-20.
15. HAKANSSON, H., ed. International Marketing and Purchasing of Industrial Goods - An Interaction Approach. London: John Wiley, 1982.
16. HALINEN, AINO. Relationship Marketing in Professional Services: A Study of Agency Client Dynamics in the Advertising Sector. London and New York: Routledge, 1997.
17. HOLBROOK, MORRIS B. "The Nature of Customer Value. An Axiology of Services in the Consumption Experience." In Service Quality: New Directions in Theory and Practice, R. T. Rust and R. I. Oliver, eds. Newbury Park: Sage, 1993.
18. LEVITT, THEODORE. The Marketing Imagination. New York: Free Press, 1983.
19. MARSHALL, ROGER, and WOON BONG NA. "The Advertising Agency Selection Process." International Journal of Advertising 13, 3 (1994): 217-27.
20. MATHUR, LYNETTE K., and IKE MATHUR. "Is Value Associated with Initiating New Advertising Agency-Client Relations?" Journal of Advertising 25, 3 (1996): 1-11.
21. METCALF, L. E., C. R. FREAR, and R. KRISHNAN. "Buyer-Seller Relationships: An Application of the IMP Interaction Model." European Journal of Marketing 6, 2 (1992): 27-46.
22. MORGAN, R. M., and S. D. HUNT. "The Commitment-Trust Theory of Relationship Marketing." Journal of Marketing 58, 3 (1994): 20-38.
23. NORMANN, R., and R. RAMIREZ. "From Value Chain to Value Constellation: Designing Interactive Strategy." Harvard Business Review 71, 3 (1993): 65-77.
24. OLIVER, RICHARD L. "Determinants of Interorganizational Relationships: Integration and Future Directions." Academy of Management Review 15, 2 (1990): 241-65.
25. _. Satisfaction: A Behavioral Perspective on the Consumer. New York: McGraw-Hill Company, 1996.
26. STOCK, JAMES R., and PAUL H. ZINSZER. "The Industrial Purchase Decision for Professional Services." Journal of Business Research 15 (1987): 1-16.
27. STUMP, RODNEY L., and JAN B. HEIDE. "Controlling Supplier Opportunism in Industrial Relationships." Journal of Marketing Research 33, 4 (1996): 431-11.
28. TURNBULL, PETER W., and JEAN-PAUL VALLA. "Strategic Planning in Industrial Marketing: An Interaction Approach." European Journal of Marketing 20, 7 (1986): 5-20.
29. WACKMAN, DANIEL B., CHARLES T. SALMON, and CARLYN C. SALMON. "Developing an Advertising Agency-Client Relationship." Journal of Advertising Research 26, 6 (1986): 21-28.
30. WILSON, D. T., and J. SWATI. "Understanding the Value of a Relationship." In Understanding Business Markets: Interaction, Relationships, Networks, second ed., David Ford, ed. London: Academic Press, Harcourt Brace, 1997.
31. WOODRUFF, ROBERT B., and SARAH GARDIAL. Know Your Customer: New Approaches to Customer Value and Satisfaction. Cambridge, MA: Blackwell Publishers, Inc., 1996.
32. ZEITHAML, VALARIE A. "Consumer Perceptions of Price, Quality, and Value: A Means-end Model and Synthesis of Evidence." Journal of Marketing 52, 3 (1988): 2-22.
33. _, A. PARASURAMAN, and LEONARD L. BERRY. Delivering Quality Service: Balancing Customer Perceptions and Expectations. New York: The Free Press, 1990.