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In the context of European consumers’ experiences of austerity, this study aims to advance current resilience theory in marketing through developing persistent resilience…
In the context of European consumers’ experiences of austerity, this study aims to advance current resilience theory in marketing through developing persistent resilience from a context of austerity influenced consumption.
Following an interpretivist approach, 38 face to face, in-depth interviews were conducted with European consumers from Ireland, UK, Spain, Portugal, Italy and Greece who were affected in some way by the global financial crisis.
Building upon limited conceptual and empirical investigations in social geography, the analysis identifies the themes of persistent stressors and temporal orientation as constants, alongside day-to-day coping, relating and pragmatism, consumer adjustment, repertoires of resistance and transformation as key elements of persistent resilience within the consumption context of austerity.
The study addresses the limited theoretical and empirical focus on persistent resilience and austerity and directly contributes to consumer behaviour and marketing theory in understanding persistent resilience and its implications.
Changes to behaviours as a result of persistent resilience included reducing and stopping consumption, discount shopping, alternative consumption in the form of growing or making and mindful consumption through wastage reduction and re-use.
The study highlights the significant social impact of austerity while also identifying positive outcomes for social relations among family, friends and the wider community.
This study develops and extends Golubchikov’s (2011) theory of persistent resilience through exploring European consumer responses to austerity, identifying key consumption characteristics relevant for marketing theory and practice.
Relationship development is presented as an optimal strategy across all sectors of economic activity, although relationships, and their appropriateness, vary by industry…
Relationship development is presented as an optimal strategy across all sectors of economic activity, although relationships, and their appropriateness, vary by industry sector. In order to contribute to academic and managerial understanding of relationships in professional business services, this study aims to investigate the characteristics of relationship development in management consultancy.
Data collection involved semi‐structured interviews with both consultants and clients and employed a multilevel perspective for the investigation of relationships.
The findings provide a more nuanced reading of relationships and relationship development. First, a distinction between within‐project and between‐projects relationships and the important strategic implications which flow from these two different types of relationships are identified. Second, a distinction between relationship‐seekers and relationship‐switchers, and the resource allocation decisions associated with managing these two different client groups are identified.
This is an exploratory study based on a qualitative methodology and thus no claims are made about generalizability. The study primarily aimed to achieve a theoretical generalization. The emerging conceptualizations could be extended to and tested by other cases in future studies.
The study has implications for managers because of the insights it offers into the mechanisms for relationship development; the strategic value of relationships; what the clients have to say about relationships; and the elements that characterize successful long‐term relationships.
The study contributes to relationship management theory within services marketing by offering a more refined understanding of company‐client relationships, compared with the more generic interpretations of relationships which often characterize studies of relationship management.