Copertina di Direct Marketing and Relationship Marketing in a BTB Context
Titolo del libro:

Direct Marketing and Relationship Marketing in a BTB Context

The Customer Perspective

VDM Verlag Dr. Müller (12.03.2010 )

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ISBN-13:

978-3-639-23768-9

ISBN-10:
3639237684
EAN:
9783639237689
Lingua del libro:
Inglese
Risvolto di copertina:
Direct marketing (DM) is considered to be a significant instrument with which to achieve relationships with customers, yet there is little explanation of the precise role of DM in relationship development. The current academic literature linking DM and relationship marketing (RM) is almost entirely focused on consumer markets, more quantitative-oriented, and neglecting the customers' side of this "relationship" development. There is a clear need to understand how this link actually happens, namely which are the activities and processes behind it. This work explores the link between DM and RM, examining the customers' perspective. It is key for a business marketing approach to be based upon an accurate understanding of their customers' needs and preferences, rather than mere presumptions of what the customer should have or should want. This study contributes significantly to the DM and RM literature. It explains which are the DM key roles in the relationship development. The research findings may be applied to the marketing practices of companies aiming to develop better and more effective relationships through DM with their customers.
Casa editrice:
VDM Verlag Dr. Müller
Sito Web:
http://www.vdm-verlag.de
Da (autore):
Raquel Reis
Numero di pagine:
304
Pubblicato il:
12.03.2010
Giacenza di magazzino:
Disponibile
categoria:
Pubblicità, Marketing
Prezzo:
79,00 €
Parole chiave:
Marketing, Relationship Marketing, Direct Marketing, Marketing Communications, BTB Markets, Training, Customers’ Perspective, Grounded Theory, interviews., BTB Markets

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