Dimensions of Relationship Marketing in Business-to-Business Financial Services

Theron, Edwin; Terblanché, Nic S.

doi:10.2501/s1470785310201326

Cited by 64 publications

(46 citation statements)

References 83 publications

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“…Theron and Terblanche (2010) suggest organisations realise a strong relationship with customers has an impact on profits. The term relationship is not well defined (Blois, 2003) in the literature and is often interchangeable with the term relationship quality (Ulaga and Eggert, 2006).…”

Section: Introductionmentioning

confidence: 99%

Properties of quality constructs in Canadian business relationships

Hutchinson¹,

Singh²,

Svensson³

et al. 2012

IJBEX

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This paper investigates whether satisfaction, in B2B relationships, is a mediating construct between the antecedents, trust and commitment, and subsequent outcomes. Using data from a survey of Canadian managers and executives, the study tested a structural equation model, the trust, commitment, satisfaction (TCS) model, where the antecedent constructs, trust and commitment, are mediated by the satisfaction construct, which in turn influences coordination, cooperation and continuity or 'consequence' constructs. The tested model indicated an acceptable fit, validity and reliability. The analysis in the present study reinforces the argument that satisfaction plays a mediating role in creating enduring relationships in business contexts.

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Section: Introductionmentioning

confidence: 99%

Properties of quality constructs in Canadian business relationships

Hutchinson¹,

Singh²,

Svensson³

et al. 2012

IJBEX

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show abstract

“…In this sense, the emotional bonds to attain in relationship marketing are no more than pecuniary-prescriptive emotions. However, trust, vision, dreams, satisfaction, and loyalty, among other aspects (Payne, & Frow, 2006;Theron, & Terblanche, 2010;Tzokas, Saren, & Kyziridis, 2001;Venetis, & Ghauri, 2004), which are the goals of relationship marketing, create bonds that endure over time and result in long-lasting relationships between corporations and communities.…”

Section: Introductionmentioning

confidence: 99%

Community strategic relationship and marketing to foster the development of communities and the sustainability of organizations

Juárez

2016

Int. j. psychol. res.

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Article history: Received: 15-08-2015 Revised: 29-11-2015 Accepted: 01-12-2015 Key words: marketing, community, relationship, development, strategy, business sustainability.The purpose of this study was to define community strategic relationship and marketing (CSRM) as a relevant tool to foster the development of communities and the sustainability of organizations. The method was rationalist, theoretical, and conceptual; it comprised the analysis of a propositional structure. Articulated propositions provided a framework for analysis, discussion, and conclusions. After giving a definition of CSRM, several analyses were conducted that determined the uniqueness and usefulness of this approach. These analyses were: 1) the usefulness of the community concepts and strategies in CSRM, 2) the existence of a community approach to different strategic areas or marketing, and 3) the relevance of the use of community concepts and strategies to foster the development of communities and the sustainability of organizations. The conclusion was that CSRM and the use of these concepts and strategies have the potential to be a fruitful research and strategic approach in marketing and in all of organization activities.

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“…Theron & Terblanche (2010) announced the presence of four core values in the literature of relationship marketing: commitment, trust, satisfaction and communication. These values are the most commonly cited in empirical research.…”

Section: The Place Of Relationship Marketing In Cesrmentioning

confidence: 99%

“…These values are the most commonly cited in empirical research. They were studied at least twice more than the other dimensions of relationship marketing identified in the literature such as: power, shared values, cooperation, personalization, relational benefits, skills, and attracting alternatives (Theron & Terblanche, 2010). …”

Section: The Place Of Relationship Marketing In Cesrmentioning

confidence: 99%

“…In general, there are a multitude of variables or dimensions to characterize the relationship marketing and the consensus is far from being established. In order to select the key variables in this field, Theron and Terblanche (2010), attempted to identify, on the basis of an empirical study, dimensions of relationship marketing perceived as "important" for the mangers, and that they are able to manage effectively. The authors justified this approach by three elements.…”

mentioning

confidence: 99%

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Corporate Ethical and Social Responsibility and Relationship Marketing: A Content Analysis of the Websites of Moroccan Commercial Banks

Amine¹,

Chakor²,

Alaoui³

2013

IJBM

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The purpose of this work is to determine the role of relationship marketing in the success of the corporate ethical and social responsibility (CESR) by taking the case of Moroccan commercial banks. For this, we were used, as working methodology, the content analysis of the information published on the websites of Moroccan banks and the multiple regression model. The main results of this work is that ethics is used by banks to manage its relationships with internal stakeholders, while CSR support the actions of ethics internally and acts externally through the management of the bank relations with the environment, society and customers. This approach is reinforced by relationship marketing, which through its tools and dimensions (communication, commitment, trust and satisfaction) participates in the effective management of the relationships between banks and their internal and external stakeholders

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Dimensions of Relationship Marketing in Business-to-Business Financial Services

Cited by 64 publications

References 83 publications

Properties of quality constructs in Canadian business relationships

Properties of quality constructs in Canadian business relationships

Community strategic relationship and marketing to foster the development of communities and the sustainability of organizations

Corporate Ethical and Social Responsibility and Relationship Marketing: A Content Analysis of the Websites of Moroccan Commercial Banks

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