Relationship Marketing – Making the Customer Count
Managing Service Quality: An International Journal
ISSN: 0960-4529
Article publication date: 1 December 1994
Abstract
The key to success in service business now lies with concentrating on, and retaining, existing customers. Marketing therefore must be seen as a total approach with the customer firmly at the centre. Describes the relationship marketing ladder as the progression from conversion of a prospect into a customer, then into a client, from client to supporter, to advocate and, finally, to partner. Outlines the economic benefits of retaining customers. Emphasizes the link between quality, client retention and profitability.
Keywords
Citation
Payne, A. (1994), "Relationship Marketing – Making the Customer Count", Managing Service Quality: An International Journal, Vol. 4 No. 6, pp. 29-31. https://doi.org/10.1108/EUM0000000003939
Publisher
:MCB UP Ltd
Copyright © 1994, MCB UP Limited