Kotler and Borden are not dead: myth of relationship marketing and truth of the 4Ps

Abstract

Purpose

The purpose of this paper is to verify whether relationship marketing is a new paradigm that has replaced transactional marketing.

Design/methodology/approach

A literature and empirical study indicated that relationship marketing is neither an invention of the late twentieth century, nor prevailing in practice. This suggested that rather than a complete paradigm shift, relationship marketing and transactional marketing are complementary. Through interviewing five Scandinavian companies about their marketing priorities, their mix of transactional and relationship marketing approaches was studied.

Findings

The paper finds that no company exclusively used the relationship marketing approach. Some were merely utilizing the traditional marketing concept of 4Ps; others were blending a relationship and transactional marketing mix.

Research limitations/implications

This is a limited study, which calls for further validating.

Practical implications

The Kotlerism of the 4Ps is still dominating. Relationship concepts are utilized to some extent. A relationship strategy can be used as a supporting approach. Thus, there is need to blend relationship and transactional marketing mixes.

Originality/value

The paper argues that the relationship marketing is not a paradigm shift; focus should be on relationship management, not marketing. The paper also shows the complementarities of relationship management and transactional marketing.

Citation

Zineldin, M. and Philipson, S. (2007), "Kotler and Borden are not dead: myth of relationship marketing and truth of the 4Ps", Journal of Consumer Marketing, Vol. 24 No. 4, pp. 229-241. https://doi.org/10.1108/07363760710756011