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Volume 5, Issue 4
1 April 1991
Journal of Services Marketing Cover Image for Volume 5, Issue 4
Research Article| April 01 1991

Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship Available to Purchase

J. Davis Illingworth
J. Davis Illingworth
Group vice president and general manager of Lexus and an officer of Toyota Motor Sales, U.S.A., Inc.
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Author & Article Information
Publisher: Emerald Publishing
Online ISSN: 2054-1651
Print ISSN: 0887-6045
© MCB UP Limited
1991
Journal of Services Marketing (1991) 5 (4): 49–52.
https://doi.org/10.1108/08876049110035657

Uses a company study focusing on Lexus, a Toyota dealership, to examine the importance of person‐to‐person relationships in sales. Describes various features of the service strategy used by Lexus dealers. Concludes with figures demonstrating the success of the Lexus philosophy.

Keywords:
Dealerships, Interaction, Motor industry, Relationship marketing, Sales
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© MCB UP Limited
1991
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