..., with the number of sites doubling every 53 days. Seeks to present an argument for the application of the relationship marketing (RM) model as a framework for the development of hotel Web sites. The authors believe that a successful Web presence depends upon more than just the technology used and the “look...

...George Long; Margaret K. Hogg; Mary Hartley; Steven J. Angold The advocacy to extend relationship marketing into the management of the exchange processes within retailing and consumer service markets has meant a growing interest in the opportunities which are offered by technology‐based systems...

... Limited 1997 Database marketing Information technology Relationship marketing Strategic management Another crucial area of business concern which has been impacted by IT enabled marketing is that of inter‐firm strategic co‐operation. Interfirm relationship strategies, where co...

... Competitive tendering Relationship marketing Supply‐chain management TQM Academics and practitioners have given increased attention to the nature of buyer‐seller relationships in industrial marketing exchange. This attention has been characterized by a movement away from seller‐initiated effort...

... among academics and practitioners in relationship marketing has forced KAM centre stage as one of the few seemingly tried and tested approaches to customer retention and development, but that this trend has exposed three interrelated problems for the adoption of KAM systems. Maintains that: first, many...

... in different industries with an examination of the motives of the givers and receivers before clear ethical judgements can be made. © MCB UP Limited 1995 Ethics Organizational culture Purchasing Relationship marketing Sales Sales and purchasing personnel occupy a boundary‐spanning role...

... Management Journal , Vol. 8 No. 4 , pp. 523 ‐ 5 . Christopher , M. (1993), “ Logistics and competitive strategy ”, European Management Journal , Vol. 11 No. 2 , pp. 258 ‐ 61 . Christopher , M. , Payne , A. and Ballantyne , D. (1992), Relationship Marketing...

...Tony Millman; Kevin Wilson Recent interest in relationship marketing and customer retention has refocused the attention of marketing academics and managers towards key account management (KAM) systems as a means of operationalizing long‐term buyer/seller relationships. Examines the nature of KAM...