The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Value‐driven relational marketing: From products to resources and competencies
Abstract
Marketing from a relational perspective, or relationship marketing, requires that a firm offers more resources and activities than a core product (goods or services) in order to satisfy the long‐term value needs of its customers. In the present article a value‐driven approach to how such long‐term needs are fulfilled is discussed. The analysis goes beyond the product concept and develops a resources‐and‐competencies approach to the market offer. However, a relational approach to marketing can be expected to be successful only if the firm adopts a true relational intent and the customer is in a relational mode. Therefore, the concepts of relational and transactional intent and relational and transactional mode, respectively, are also introduced and discussed.
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Citations
Cites
The value concept and relationship marketing
Ravald, A., & Grönroos, C. (1996) · European Journal of Marketing · doi:10.1108/03090569610106626 · Cited by 2,180
Self-citationReflections on Relationship Marketing in Consumer Markets
Bagozzi, R. P. (1995) · Journal of the Academy of Marketing Science · doi:10.1177/009207039502300406 · Cited by 557
Cited by
Managing the co-creation of value
Payne, A. F., Storbacka, K., & Frow, P. (2008) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-007-0070-0 · Cited by 3,502
Service quality delivery through web sites: a critical review of extant knowledge
Zeithaml, V. A., Parasuraman, A., & Malhotra, A. (2002) · Journal of the Academy of Marketing Science · doi:10.1177/009207002236911 · Cited by 2,729
The value concept and relationship marketing
Ravald, A., & Grönroos, C. (1996) · European Journal of Marketing · doi:10.1108/03090569610106626 · Cited by 2,180
Self-citationUlaga, W., & Eggert, A. (2006) · European Journal of Marketing · doi:10.1108/03090560610648075 · Cited by 762
Customer dominant value formation in service
Heinonen, K., Strandvik, T., & Voima, P. (2013) · European Business Review · doi:10.1108/09555341311302639 · Cited by 353
Metadata
- Authors
- Grönroos, C.
- Venue
- Journal of Marketing Management
- Publisher
- Informa UK Limited
- Published
- 1997-07
- Volume
- 13
- Issue
- 5
- Pages
- 407-419
- ISSN
- 0267-257X (ISSN-L)
- 1472-1376
- OpenAlex
- W2017278448
- Cited by
- 857
- References
- 2
- FWCI
- 16.85
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
