Direct Marketing: An International Journal: Volume 3 Issue 4

A strategy for managing customer relations on the internet: evidence from the football sector

Thanos Kriemadis, Andreas Kotsovos, Nikos Kartakoullis

The purpose of this paper is to provide a better understanding of how the internet is used as a strategic tool in electronic customer relationship management (e‐CRM) in the…

B2b inter‐organisational digitalisation strategies: Towards an interaction‐based approach

Reimer Ivang, Morten Rask, Robert Hinson

Digital technology is increasingly important for businesses as it has the capability to enable, support and sometimes influence the overall strategic direction of the corporation…

Consumers' willingness to knowingly purchase counterfeit products

Ian Phau, Marishka Sequeira, Steve Dix

The purpose of this paper is to examine the effect of personality factors on consumers' attitudes toward counterfeits and their willingness to knowingly purchase counterfeit…

Online shopping and moderating role of offline brand trust

Soyoung Kim, Christie Jones

The purpose of this paper is to examine how offline brand trust moderates: the relationship between consumers' general attitude toward the internet and their perceptions of the…

Marketing implications of privacy concerns in the US and Canada

Jennifer A. Pope, Aaron M. Lowen

Increasing availability of data obtained via the internet and the proliferation of direct mail advertising provides tremendous opportunities for marketers to reach their…

Consumer empowerment model: from unspeakable to undeniable

S. Umit Kucuk

Although consumer sophistication and empowerment is on the rise as a result of the digital revolution, there is insufficient academic exploration with the aim of understanding how…

An efficiency comparison of direct and indirect channels in Taiwan insurance marketing

Chiang Ku Fan, Shu Wen Cheng

The purpose of this paper is to compare the efficiency of bancassurance, an indirect marketing channel formed through the creation of subsidiaries, with an insurer's own team, a…