Relationship Marketing (Sage Library in Business and Management)

Relationship Marketing (Sage Library in Business and Management)

By: John Egan (editor), Michael Harker (editor)Hardback

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This collection is a long-awaited one-stop resource that draws together all the important readings on the origins, development and future of relationship marketing. With classic and contemporary writings from influential figures in the field, this landmark work explores the theory and practice of relationship marketing. Papers map out past and present research and pose exciting questions about the future of relationship marketing. This definitive collection includes 59 articles and is accompanied by an insightful introduction that draws together key issues. A concise rationale behind the selection of papers is also provided. The SAGE Library in Business and Management is a first-class series of major works that brings together the most influential and field-defining articles, both classical and contemporary, in a number of key areas of research and inquiry in Business and Management. Each multi-volume set represents a collection of the essential published works collated from the foremost publications in the field by an Editor or Editorial Team of renowned international stature. They include a full introduction, presenting a rationale for the selection and mapping out the discipline's past, present and likely future. This series is designed to be a 'gold standard' for university libraries throughout the world with a programme or interest in Business and Management Studies.

About Author

Professor John Egan, is Head of the Department of Marketing at Regent's University, London. He is Chair of the Academy of Marketing, the major UK academic marketing organisation, and Chair of the Learning Advisory Group, formally the Senate, of the Chartered Institute of Marketing. He is a Chartered Marketer, a Fellow of the Higher Education Academy and a Freeman of the Worshipful Company of Marketors. Professor Egan has a long publishing career and is the Editor of The Marketing Review and on the editorial boards of the European Journal of Marketing, the Journal of Political Marketing and Marketing, Intelligence & Planning. He has authored books on Marketing Communications and Public Relations and his textbook 'Relationship Marketing' is now in its fourth edition and has been translated into Russian, Simple Chinese and Mandarin. He entered academia in 1997 following a career in luxury retailing initially with American Department Stores and later with Mappin & Webb, Crown Silversmiths, and Garrard, Crown Goldsmiths. Prior to his appointment at Regent's University Professor Egan was at London South Bank University where, in addition to his academic marketing responsibilities, he was Faculty Director of Marketing and External Communications responsible for all aspects of marketing in the Faculty.


VOLUME ONE: SHAKING THE FOUNDATIONS: THE ORIGINS OF RELATIONSHIP MARKETING A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships - J C Anderson and J A Narus Perspectives for a Theory in Marketing - J Arndt Internal Networks for Internal Marketing - D Ballantyne Relationship Marketing - L L Berry Relationship Marketing - M Christopher, A Payne and D Ballantyne Developing Buyer-Seller Relationships - F D Dwyer, P H Schurr and S Oh The Marketing Strategy Continuum - C Gr[um]onroos Towards a Marketing Concept for the 1990s The New Marketing - Developing Long-Term Interactive Relationships - E Gummesson A Model of Industrial Networks - H Hakansson and J Johanson Build Customer Relationships That Last - B B Jackson Relationship Marketing Theory - K M[um]oller and A Halinen Its Roots and Direction Relationships between Providers and Users of Market Research - K M[um]oller and A Halinen The Dynamics of Trust within and between Organizations Vanishing Point - L O'Malley and M Patterson The Mix Management Paradigm Re-Viewed The Domain and Conceptual Foundations of Relationship Marketing - J N Sheth and A Parvatiyar Revisiting Marketing's Lawlike Generalizations - J N Sheth and R S Sisodia Managing Customer Relationships for Profit - K Storbacka, T Strandvik and C Gr[um]onroos The Dynamics of Relationship Quality The Characteristics of a Marketing Relationship - B Thomas The 4P Classification of the Marketing Mix Revisited - W Waterschoot and Van Den Bulte The Changing Role of Marketing in the Corporation - F E Webster VOLUME TWO: A BROAD CHURCH: CONCEPTUAL AND THEORETICAL DEVELOPMENTS IN RELATIONSHIP MARKETING The Theoretical and Philosophical Underpinnings of Relationship Marketing - F E Webster Environmental Factors behind the Changing Marketing Paradigm Relationship Marketing of Services - Growing Interest, Emerging Perspectives - L L Berry Critical Service Encounters - M J Bitner, B H Booms and L A Mohr The Employee's Viewpoint Buyer/Supplier Partnering in British Industry - R Brennan The Automotive and Telecommunications Sectors Relationship Marketing - F Buttle Buyer-Seller Relationships in Business Markets - J P Cannon and W D Perreault Jr Relationship Marketing in Consumer Markets - R Christy, G Oliver and J Penn Understanding Contemporary Marketing - N E Coviello, R J Brodie and H J Munro Development of a Classification Scheme The Dynamics of Long-Term Business-to-Business Exchange Relationships - P A Dabholkar, W J Johnston and A S Cathey Back to the Future - J Egan Divergence in Relationship Marketing Research The Relationship Marketing Process - J R Evans and R L Laskin From Marketing Mix to Relationship Marketing - J R Evans and R L Laskin Towards a Paradigm Shift in Marketing Marketing Orientation Revisited - E Gummesson The Crucial Role of the Part-Time Marketer Relationship Marketing Defined? - M J Harker Relationship Marketing in the Era of Network Competition - S D Hunt and R M Morgan Why Satisfied Customers Defect - T O Jones and W E Sasser The Commitment-Trust Theory of Relationship Marketing - R M Morgan and S D Hunt Understanding Customer Expectations of Service - A Prasuraman, L L Berry and V A Zeithaml Commercial Friendships - L L Price and E T Arnould Service Provider-Client Relationships in Context Relationship Marketing in Consumer Markets - J N Sheth and A Parvatiyar Antecedents and Consequences Review of the Marriage Analogy in Relationship Marketing - C Tynan An Integrated Model of Buyer-Seller Relationships - D T Wilson VOLUME THREE: PARADIGM OR PERSPECTIVE: THE FUTURE OF RELATIONSHIP MARKETING Don't All Firms Have Relationships? - K J Blois Towards a Paradigm Shift in Marketing? An Examination of Current Marketing Practices - R J Brodie et al Customer Loyalty - A Dick and K Basu Towards an Integrated Framework Do Customer Loyalty Programs Really Work? - G R Dowling and M Uncles Marketing in the New Millennium - P Doyle Throwing the Baby out with the Bathwater - J Egan Preventing the Premature Death of Relationship Marketing - S Fournier, S Dobscha and D G Mick The Dark Side of Long-Term Relationships in Marketing - K Grayson and T Ambler The Rise and Fall of Modern Marketing - And Its Rebirth - C Gr[um]onroos Making Relationship Marketing Operational - E Gummesson Lingua Franca - M J Harker Competing through Relationships - S D Hunt Grounding Relationship Marketing in Resource-Advantage Theory Concept, Metaphor or Reality? The Prognosis for Relationships in Consumer Markets - L O'Malley and C Tynan Relationship Marketing - A J Palmer A Universal Paradigm or Management Fad? Exchange Relationships in Consumer Markets? - J Pels Barriers to Relationship Marketing in Consumer Retailing - A D Pressey and B P Matthews Promoting Relationship Learning - F Selnes and J Sallis An Alternative View of Relationship Marketing - Tuomo Takala and O Uusitalo A Framework for Ethical Analysis Relationship Marketing, What If...? - C Veloutsou, M Saren and N Tzokas

Product Details

  • ISBN13: 9781412908665
  • Format: Hardback
  • Number Of Pages: 1192
  • ID: 9781412908665
  • ISBN10: 1412908663

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  • Saver Delivery: Yes
  • 1st Class Delivery: Yes
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