TY  - BOOK
AU  - Malhotra,Naresh K.
AU  - Uslay,Can
AU  - Bayraktar,Ahmet
TI  - Relationship marketing re-imagined: marketing's inevitable shift from exchanges to value cocreating relationships 
T2  - Marketing strategy collection,
SN  - 9781631574344
AV  - HF5415.55 .M257 2016
U1  - 658.812 23
PY  - 2016///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Relationship marketing
KW  - B2B relationships
KW  - B2C relationships
KW  - customer lifetime value
KW  - customer loyalty
KW  - customer relationship management
KW  - customer satisfaction
KW  - electronic relationship marketing
KW  - internal marketing
KW  - loyalty and rewards programs
KW  - mindful relationship marketing
KW  - relationship marketing
KW  - value cocreation
KW  - Electronic books
N1  - Includes bibliographical references (pages 135-157) and index; 1. Introduction -- 2. What is relationship marketing? -- 3. B2B relationship marketing -- 4. B2C relationship marketing -- 5. Internal relationship marketing -- 6. Building brand equity through relationship marketing -- 7. Customer relationship management analytics -- 8. Future of relationship marketing -- Notes -- References -- Index; Access restricted to authorized users and institutions
N2  - Marketing is arguably amidst a paradigm shift. Marketing orientation is shifting away from creating exchanges (sales) to creating value (satisfaction) and relationships (cocreating value). Ultimately, the main objective of all marketing activities is value creation. In vast majority of cases, value is cocreated by several agents, especially the marketers and customers. From a value cocreation perspective, a single transaction can blossom to a process in which the customer and the marketer collaborate (rather than negotiate) for best total value through products, features, delivery terms, maintenance, and financing options for both business-to-business (B2B) as well as business-to-consumer (B2C) markets. Marketers increasingly need to develop and maintain long-term, win-win relationships with customers, distributors, dealers, suppliers, competitors, and other external influencers such as governments, media, nonprofit organizations, and pressure groups. In this book, we advocate an approach for managing customer relationships based on the use of the customer lifetime value (CLV) metric. Our premise is that measuring and maximizing CLV benefits not only marketers but also customers in measurable and concrete ways. However, in order to fully unlock the potential of the CLV metrics, it is instructive to be exposed to the history and conceptualization of relationship marketing, its three main types (B2B, B2C, and internal), and the nature of loyalty and rewards programs. We conclude with a discussion on the future of relationship marketing and the frontiers of value cocreation. Cases that illustrate the essence of each chapter along with key points to ponder and take-aways are presented therein
UR  - https://ebookcentral.proquest.com/lib/bcsl-ebooks/detail.action?docID=4505369
ER  -