عنوان انگلیسی مقاله:

From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing

ترجمه عنوان مقاله: از آمیخته بازاریابی به بازاریابی رابطه: به سوی یک تغییر در پارادایم بازاریابی

رشته: بازاریابی

سال انتشار: 1994

تعداد صفحات مقاله انگلیسی: 10 صفحه

منبع: Emerald

نوع فایل: pdf

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چکیده مقاله

Discusses the nature and sometimes negative consequences of the dominating marketing paradigm of today, marketing mix management, and furthermore discusses how modern research into, for example, industrial marketing and services marketing as well as customer relationship economics shows that another approach to marketing is required. This development is supported by evolving trends in business, such as strategic partnerships, alliances and networks. Suggests relationship marketing, based on relationship building and management, as one emerging new marketing paradigm of the future. Concludes that the simplicity of the marketing mix paradigm, with its Four P model, has become a straitjacket, fostering toolbox thinking rather than an awareness that marketing is a multi‐faceted social process, and notes that marketing theory and customers are the victims of today′s mainstream marketing thinking. By using the notion of a marketing strategy continuum, discusses a number of consequences of a relationship‐type marketing strategy for the focus of marketing, pricing, quality management, internal marketing and intraorganizational development. Briefly comments on the possibility of developing a general marketing theory based on the relationship building and management approach.

Keywords: Customer satisfaction, Industrial marketing, Interaction, Internal marketing, Marketing mix, Marketing theory, Paradigms, Relationship marketing, Networks, Services marketing

Type: Conceptual paper

مقدمه مقاله

The marketing mix management paradigm has dominated marketing thought, research and practice since it was introduced almost 40 years ago. Today, this paradigm is beginning to lose its position[1-3]. New approaches have been emerging in marketing research.

The globalization of business and the evolving recognition of the importance of customer retention and market economies and of customer relationship economics, among other trends, reinforce the change in mainstream marketing.

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