메뉴 건너뛰기




Volumn 1, Issue 2, 2002, Pages 3-37

A Stakeholder Perspective on Relationship Marketing: Framework and Propositions

Author keywords

Levels of relationship; Marketing mix strategies; Relationship marketing; Relationship strategies and relationship implementation; Stakeholder approach to relationship

Indexed keywords


EID: 4444222544     PISSN: 15332667     EISSN: 15332675     Source Type: Journal    
DOI: 10.1300/J366v01n02_02     Document Type: Article
Times cited : (21)

References (83)
  • 3
    • 21844527596 scopus 로고
    • Relationships in business markets: Exchange episodes, value creation, and their empirical assessment [Special issue]
    • Anderson, J.C. (1995). Relationships in business markets: exchange episodes, value creation, and their empirical assessment [Special issue]. Journal of the Academy of Marketing Science, 23(4), 346-350.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 346-350
    • Anderson, J.C.1
  • 4
    • 0002862919 scopus 로고
    • The political economy paradigm: Foundation for theory building in marketing
    • Arndt, J. (1983). The political economy paradigm: Foundation for theory building in marketing. Journal of Marketing, 47, 44-54.
    • (1983) Journal of Marketing , vol.47 , pp. 44-54
    • Arndt, J.1
  • 5
    • 0034259462 scopus 로고    scopus 로고
    • Competition in business networks–to cooperate and compete simultaneously
    • Bengtsson, M. & Kock, S. (2000). Competition in business networks–to cooperate and compete simultaneously. Industrial Marketing Management, 29, 411-426.
    • (2000) Industrial Marketing Management , vol.29 , pp. 411-426
    • Bengtsson, M.1    Kock, S.2
  • 6
    • 0001165798 scopus 로고    scopus 로고
    • Portfolios of buyer-supplier relationships
    • Summer
    • Bensaou, M. (1999). Portfolios of buyer-supplier relationships. Sloan Management Review, Summer, 35-44.
    • (1999) Sloan Management Review , pp. 35-44
    • Bensaou, M.1
  • 7
    • 0002626084 scopus 로고    scopus 로고
    • Customer lifetime value: Marketing models and applications
    • Berger, P.D., & Nasr, N.I. (1998). Customer lifetime value: Marketing models and applications. Journal of Interactive Marketing, 12(1), 17-30.
    • (1998) Journal of Interactive Marketing , vol.12 , Issue.1 , pp. 17-30
    • Berger, P.D.1    Nasr, N.I.2
  • 8
    • 0001786592 scopus 로고
    • Relationship marketing
    • L.L. Berry and G.L. Shostack, & G. Upah (Eds.), Chicago: American Marketing Association
    • Berry, L.L. (1983). Relationship marketing In L.L. Berry and G.L. Shostack, & G. Upah (Eds.), Emerging perspectives on services marketing. Chicago: American Marketing Association.
    • (1983) Emerging Perspectives on Services Marketing
    • Berry, L.L.1
  • 9
    • 84951659358 scopus 로고
    • Relationship marketing of services–Growing interest, emerging perspectives [Special Issue]
    • Berry, L.L. (1995). Relationship marketing of services–Growing interest, emerging perspectives [Special Issue]. Journal of the Academy of Marketing Science, 23(4), 236-245.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 236-245
    • Berry, L.L.1
  • 11
    • 85009599147 scopus 로고
    • The service encounter: Diagnosing favorable and unfavorable incidents
    • Bitner, M.J., Booms, B.H., & Tetreault, M.S. (1990). The service encounter: Diagnosing favorable and unfavorable incidents. Journal of Marketing, 54(1), 71-84.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 71-84
    • Bitner, M.J.1    Booms, B.H.2    Tetreault, M.S.3
  • 12
    • 0026249332 scopus 로고
    • The way to win in cross-border alliances
    • November-December
    • Bleeke, J. & Ernst, D. (1991). The way to win in cross-border alliances. Harvard Business Review, November-December, 127-135.
    • (1991) Harvard Business Review , pp. 127-135
    • Bleeke, J.1    Ernst, D.2
  • 13
    • 0001681890 scopus 로고    scopus 로고
    • Stakeholders: The case in favor
    • Campbell, A. (1997). Stakeholders: The case in favor. Long Range Planning, 30(3), 446-449.
    • (1997) Long Range Planning , vol.30 , Issue.3 , pp. 446-449
    • Campbell, A.1
  • 17
    • 0002607378 scopus 로고
    • Assessing advantage: A framework for diagnosing competitive superiority
    • (April)
    • Day, G.S. & Wensley R. (1988). Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52(April), 1-20.
    • (1988) Journal of Marketing , vol.52 , pp. 1-20
    • Day, G.S.1    Wensley, R.2
  • 18
    • 21944451914 scopus 로고    scopus 로고
    • Comment on exploring the implications of the Internet for consumer marketing
    • Deighton, J. (1997). Comment on exploring the implications of the Internet for consumer marketing. Journal of the Academy of Marketing Science, 24(4), 347-51
    • (1997) Journal of the Academy of Marketing Science , vol.24 , Issue.4 , pp. 347-351
    • Deighton, J.1
  • 19
    • 0001487639 scopus 로고
    • Organizational culture and marketing: Defining the research agenda
    • (January)
    • Deshpande, R. & Webster, F. (1992). Organizational culture and marketing: Defining the research agenda. Journal of Marketing, 53(January), 3-15.
    • (1992) Journal of Marketing , vol.53 , pp. 3-15
    • Deshpande, R.1    Webster, F.2
  • 21
    • 80053615216 scopus 로고
    • Marketing in the new millennium
    • Doyle, P. (1995). Marketing in the new millennium. European Journal of Marketing, 29(13), 23-41.
    • (1995) European Journal of Marketing , vol.29 , Issue.13 , pp. 23-41
    • Doyle, P.1
  • 23
    • 0032391195 scopus 로고    scopus 로고
    • A communication-based marketing model for managing relationships
    • (April)
    • Duncan, T. & Moriarty, S.E. (1998). A communication-based marketing model for managing relationships. Journal of Marketing, 62(April), 1-13.
    • (1998) Journal of Marketing , vol.62 , pp. 1-13
    • Duncan, T.1    Moriarty, S.E.2
  • 24
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • (April)
    • Dwyer, F.R., Schurr, P.H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(April), 11-27.
    • (1987) Journal of Marketing , vol.51 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 25
    • 22644450074 scopus 로고    scopus 로고
    • Organizing and managing channels of distribution
    • Frazier, G.L. (1999). Organizing and managing channels of distribution. Journal of the Academy of Marketing Science, 27(2), 226-240.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 226-240
    • Frazier, G.L.1
  • 26
    • 21844495554 scopus 로고
    • Exchange relationships and interfirm power in channels of distribution [Special issue]
    • fall
    • Frazier, G.L & Antia, K.D. (1995). Exchange relationships and interfirm power in channels of distribution [Special issue]. Journal of the Academy of Marketing Science, 23(4), fall, 321-326.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 321-326
    • Frazier, G.L.1    Antia, K.D.2
  • 28
    • 85009633602 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • (April)
    • Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(April), 1-19.
    • (1994) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesan, S.1
  • 29
    • 0033423162 scopus 로고    scopus 로고
    • The different roles of satisfaction, trust, and commitment in customer relationships
    • (April)
    • Garbarino, E. & Johnson, M.S. (1999). The different roles of satisfaction, trust, and commitment in customer relationships. Journal of Marketing, 63(April), 70-87.
    • (1999) Journal of Marketing , vol.63 , pp. 70-87
    • Garbarino, E.1    Johnson, M.S.2
  • 30
    • 33745070458 scopus 로고    scopus 로고
    • The Internet: The ultimate relationship
    • Geller, L.K. (1998). The Internet: The ultimate relationship. Direct Marketing, 61(5), 36-8
    • (1998) Direct Marketing , vol.61 , Issue.5 , pp. 36-38
    • Geller, L.K.1
  • 32
    • 0003348625 scopus 로고
    • Internal marketing–An integral part of marketing theory
    • J.H. Donnelly and W.R. George (Eds.), Chicago: American Marketing Association, Chicago
    • Gronroos, C. (1981). Internal marketing–An integral part of marketing theory. In J.H. Donnelly and W.R. George (Eds.), Marketing of services, (pp. 236-238). Chicago: American Marketing Association, Chicago.
    • (1981) Marketing of Services , pp. 236-238
    • Gronroos, C.1
  • 33
    • 0002950085 scopus 로고
    • Marketing Redefined
    • Gronroos, C. (1990). Marketing Redefined. Management Decision, 28(8), 5-9.
    • (1990) Management Decision , vol.28 , Issue.8 , pp. 5-9
    • Gronroos, C.1
  • 34
    • 22044434921 scopus 로고    scopus 로고
    • Implementation requires a relationship marketing paradigm
    • Gummesson, E. (1998). Implementation requires a relationship marketing paradigm. Journal of the Academy of Marketing Science, 26(3), 242-249.
    • (1998) Journal of the Academy of Marketing Science , vol.26 , Issue.3 , pp. 242-249
    • Gummesson, E.1
  • 36
    • 0002178137 scopus 로고
    • Do norms matter in marketing relationships?
    • Heidi, J.B. & John, G. (1992). Do norms matter in marketing relationships? Journal of Marketing, 56(2), 32-44.
    • (1992) Journal of Marketing , vol.56 , Issue.2 , pp. 32-44
    • Heidi, J.B.1    John, G.2
  • 39
    • 22644449388 scopus 로고    scopus 로고
    • The strategic imperative and sustainable competitive advantage: Public policy implications of resource advantage theory
    • Hunt, S.D. (1999). The strategic imperative and sustainable competitive advantage: public policy implications of resource advantage theory. Journal of the Academy of Marketing Science, 27(2), 144-159.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 144-159
    • Hunt, S.D.1
  • 40
    • 0030502842 scopus 로고    scopus 로고
    • The resource-advantage theory of competition: Dynamics, path dependencies, and evolutionary dimensions
    • (October)
    • Hunt, S.D. & Morgan, R.M. (1996). The resource-advantage theory of competition: Dynamics, path dependencies, and evolutionary dimensions. Journal of Marketing, 60(October), 107-114.
    • (1996) Journal of Marketing , vol.60 , pp. 107-114
    • Hunt, S.D.1    Morgan, R.M.2
  • 41
    • 0002912127 scopus 로고
    • Hurdle the cross-functional barriers to strategic change
    • (Spring)
    • Hutt, M.D., Walker, B.A., & Frankwick, G.L. (1995), Hurdle the cross-functional barriers to strategic change. Sloan Management Review, 36(Spring), 22-30.
    • (1995) Sloan Management Review , vol.36 , pp. 22-30
    • Hutt, M.D.1    Walker, B.A.2    Frankwick, G.L.3
  • 42
    • 0002455746 scopus 로고
    • Global versus local strategic alliance
    • Klien, S & Zif, J. (1994). Global versus local strategic alliance, Journal of Global Marketing, 8(1), 51-70.
    • (1994) Journal of Global Marketing , vol.8 , Issue.1 , pp. 51-70
    • Klien, S.1    Zif, J.2
  • 43
    • 29144512482 scopus 로고    scopus 로고
    • Market orientation: The construct, research propositions, and managerial implications
    • R. Deshpande (Ed.), Thousand Oaks, CA: Marketing Science Institute, Sage Publications
    • Kohli, A.K & Jaworski, B.J. (1999). Market orientation: The construct, research propositions, and managerial implications. In R. Deshpande (Ed.), Developing a market orientation (pp. 7-44). Thousand Oaks, CA: Marketing Science Institute, Sage Publications.
    • (1999) Developing a Market Orientation , pp. 7-44
    • Kohli, A.K.1    Jaworski, B.J.2
  • 44
    • 20344367086 scopus 로고
    • Total marketing. Business Week Advance
    • Kotler, Philip (1992). Total marketing. Business Week Advance, Executive Brief, 2.
    • (1992) Executive Brief , pp. 2
    • Kotler, P.1
  • 47
    • 0033196049 scopus 로고    scopus 로고
    • Business relationships and networks: Managerial challenge of network era
    • Moller, K.K. & Halinen, A. (1999). Business relationships and networks: Managerial challenge of network era. Industrial Marketing Management, 28, 413-427.
    • (1999) Industrial Marketing Management , vol.28 , pp. 413-427
    • Moller, K.K.1    Halinen, A.2
  • 48
    • 27744481485 scopus 로고    scopus 로고
    • Relationship marketing and marketing strategy: The evolution of relationship marketing strategy within the organization
    • J.N. Sheth and A. Parvatiyar (Eds.), Sage Publications
    • Morgan, R.M. (2000). Relationship marketing and marketing strategy: The evolution of relationship marketing strategy within the organization. In J.N. Sheth and A. Parvatiyar (Eds.), Handbook of Relationship Marketing. Sage Publications.
    • (2000) Handbook of Relationship Marketing
    • Morgan, R.M.1
  • 50
    • 85009621872 scopus 로고
    • The Commitment-trust theory of relationship marketing
    • (July)
    • Morgan, R.M & Hunt, S.D. (1994). The Commitment-trust theory of relationship marketing. Journal of Marketing, 58 (July), 20-38.
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 51
    • 1942449907 scopus 로고    scopus 로고
    • The effect of marketing orientation on business profitability
    • R. Deshpande (Ed.), Thousand Oaks, CA: Marketing Science Institute, Sage Publications
    • Narver, J.C. & Slater, S.F. (1999). The effect of marketing orientation on business profitability. In R. Deshpande (Ed.), Developing a market orientation (pp. 45-77). Thousand Oaks, CA: Marketing Science Institute, Sage Publications.
    • (1999) Developing a Market Orientation , pp. 45-77
    • Narver, J.C.1    Slater, S.F.2
  • 52
    • 0001462848 scopus 로고
    • Determinants of interorganizational relationships: Integration and future directions
    • Oliver, C. (1990). Determinants of interorganizational relationships: integration and future directions. Academy of Management Review, 15(2), 241-265.
    • (1990) Academy of Management Review , vol.15 , Issue.2 , pp. 241-265
    • Oliver, C.1
  • 53
    • 0009230241 scopus 로고
    • Paradigm shift in marketing theory and approach: The emergence of relationship marketing
    • J. Sheth & A. Parvatiyar (Eds.), (Section I, Session 2.1). Atlanta, GA: Center for Relationship Marketing, Emory University
    • Parvatiyar, A & Sheth, J. (1994). Paradigm shift in marketing theory and approach: the emergence of relationship marketing. In J. Sheth & A. Parvatiyar (Eds.), Relationship marketing: Theory, methods, and applications (Section I, Session 2.1). Atlanta, GA: Center for Relationship Marketing, Emory University.
    • (1994) Relationship Marketing: Theory, Methods, and Applications
    • Parvatiyar, A.1    Sheth, J.2
  • 57
    • 0002875421 scopus 로고
    • Internal marketing–The missing half of the marketing program
    • Piercy, N & Morgan, N. (1991). Internal marketing–The missing half of the marketing program. Long Range Planning, 24(2), 82-93.
    • (1991) Long Range Planning , vol.24 , Issue.2 , pp. 82-93
    • Piercy, N.1    Morgan, N.2
  • 58
    • 0003725468 scopus 로고
    • Boston: Harvard Business School Press
    • Pine, B.J. (1993). Mass customization. Boston: Harvard Business School Press.
    • (1993) Mass Customization
    • Pine, B.J.1
  • 62
    • 0003821850 scopus 로고
    • Boston: Harvard Business School Press
    • Reichheld, F.F. (1990). The loyalty effect, Boston: Harvard Business School Press.
    • (1990) The Loyalty Effect
    • Reichheld, F.F.1
  • 63
    • 0025486182 scopus 로고
    • Zero defections: Quality comes to services
    • (September-October)
    • Reichheld, F.F. and Sasser Jr., W.E. (1990). Zero defections: Quality comes to services. Harvard Business Review, 68(September-October), 105-111.
    • (1990) Harvard Business Review , vol.68 , pp. 105-111
    • Reichheld, F.F.1    Sasser, W.E.2
  • 67
    • 0006394159 scopus 로고    scopus 로고
    • Some antecedents of global strategic alliance formation
    • Sengupta, S. & Perry, M. (1997). Some antecedents of global strategic alliance formation. Journal of International Marketing, 5(1), 31-50.
    • (1997) Journal of International Marketing , vol.5 , Issue.1 , pp. 31-50
    • Sengupta, S.1    Perry, M.2
  • 68
    • 3242753566 scopus 로고
    • Relationship marketing in consumer markets: Antecedents and consequences
    • Sheth, J.N. & Parvatiyar, A. (1995). Relationship marketing in consumer markets: Antecedents and consequences. Journal of the Academy of Marketing Science, 23(4), 255-271.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 255-271
    • Sheth, J.N.1    Parvatiyar, A.2
  • 69
    • 0031093614 scopus 로고    scopus 로고
    • Supplier relationships: Emerging issues and challenges
    • Sheth, J.N. & Sharma, A. (1997). Supplier relationships: Emerging issues and challenges. Industrial Marketing Management, 26, 91-100.
    • (1997) Industrial Marketing Management , vol.26 , pp. 91-100
    • Sheth, J.N.1    Sharma, A.2
  • 70
    • 0010659148 scopus 로고
    • Feeling the heat: Making marketing more productive
    • Sheth, J.N. & Sisodia, R.S. (1995). Feeling the heat: Making marketing more productive. Marketing Management, 4(2), 8-23.
    • (1995) Marketing Management , vol.4 , Issue.2 , pp. 8-23
    • Sheth, J.N.1    Sisodia, R.S.2
  • 72
    • 84992988776 scopus 로고
    • Market orientation and the learning organization
    • July
    • Slater, S.F. & Narver, J.C. (1995). Market orientation and the learning organization. Journal of Marketing, July, 63-74.
    • (1995) Journal of Marketing , pp. 63-74
    • Slater, S.F.1    Narver, J.C.2
  • 73
    • 0003473723 scopus 로고    scopus 로고
    • Advertising intimacy: Relationship marketing and the services consumer
    • Winter
    • Stern, B.B. (1997). Advertising intimacy: Relationship marketing and the services consumer. Journal of Advertising, 26(4), Winter, 7-19.
    • (1997) Journal of Advertising , vol.26 , Issue.4 , pp. 7-19
    • Stern, B.B.1
  • 74
    • 84155197286 scopus 로고    scopus 로고
    • Goodbye to macho management
    • Syrett, M. (1997). Goodbye to macho management. Director, 50(8), 48-55.
    • (1997) Director , vol.50 , Issue.8 , pp. 48-55
    • Syrett, M.1
  • 75
    • 84989051635 scopus 로고
    • Networks: Between markets and hierarchies
    • Thorelli, H.B. (1986). Networks: Between markets and hierarchies. Strategic Management Journal, 7, 37-51.
    • (1986) Strategic Management Journal , vol.7 , pp. 37-51
    • Thorelli, H.B.1
  • 77
    • 0042251866 scopus 로고
    • Strategic alliances: A synthesis of conceptual foundations [Special issue]
    • Fall
    • Varadrajan, R.P. & Cunningham, M.H. (1995). Strategic alliances: A synthesis of conceptual foundations [Special issue]. Journal of the Academy of Marketing Science, 23(4), Fall, 282-296.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 282-296
    • Varadrajan, R.P.1    Cunningham, M.H.2
  • 78
    • 0002719999 scopus 로고
    • Cause-related marketing:Acoalignment of marketing strategy and corporate philanthropy
    • (July)
    • Varadarajan, R.P. & Menon, A. (1988). Cause-related marketing:Acoalignment of marketing strategy and corporate philanthropy. Journal of Marketing, 52(July), 58-74.
    • (1988) Journal of Marketing , vol.52 , pp. 58-74
    • Varadarajan, R.P.1    Menon, A.2
  • 79
    • 22644451283 scopus 로고    scopus 로고
    • Personal selling and sales management: A relationship marketing perspective
    • Weitz, B.A. & Bradford, K.D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27(2), 241-254.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 241-254
    • Weitz, B.A.1    Bradford, K.D.2
  • 81
    • 21844507233 scopus 로고
    • Relationship marketing and distribution channels [Special issue]
    • Fall
    • Weitz, B.A. & Jap, S.D. (1995). Relationship marketing and distribution channels [Special issue]. Journal of the Academy of Marketing Science, 23(4), Fall, 305-320.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 305-320
    • Weitz, B.A.1    Jap, S.D.2
  • 82
    • 77951511906 scopus 로고
    • An integrated model of buyer-seller relationships [Special issue]
    • Fall
    • Wilson, D.T. (1995). An integrated model of buyer-seller relationships [Special issue]. Journal of the Academy of Marketing Science, 23(4), Fall, 335-245.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 245-335
    • Wilson, D.T.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.