...Martin Klepek; Daniel Kvíčala Purpose The purpose of this paper is to identify how fashion and cosmetics e-stores compete and grow to help e-commerce managers set the corresponding marketing strategy. It describes the relevance of customer acquisition and retention to market share as the essential...

...Liz Lee‐Kelley; David Gilbert; Robin Mannicom Internet‐based companies need to remain competitive. One way of improving competitive advantage is to attract more customers and increase customer retention; for example, by developing long‐term, secure relationships between the buyers and sellers...

...Rizal Ahmad; Francis Buttle Customer retention is increasingly being seen as an important managerial issue, especially in the context of saturated market or lower growth of the number of new customers. It has also been acknowledged as a key objective of relationship marketing, primarily because...

...Pumela Msweli; Adrian Sargeant This paper proposes a model of distributor retention in network marketing (NWM) organisations based on a review of the existing literature from salesforce management, turnover and marketing perspectives. It is hypothesised that a number of the characteristics of NWM...

... Loyalty Retention © MCB UP Limited 2001 RM, it is suggested, is not altruistic but based on two economic arguments (Buttle, 1996). These can be described, perhaps over‐simply, as the complementary views that existing customers are less expensive to retain than to recruit and that securing...