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Kotler and Borden are not dead: myth of relationship marketing and truth of the 4Ps
School of Management and Economics, Växjö University, Växjö, Sweden. (Marknadsföring)
School of Management and Economics, Växjö University, Växjö, Sweden. (Marknadsföring)ORCID iD: 0000-0003-3323-907X
2007 (English)In: Journal of Consumer Marketing, ISSN 0736-3761, Vol. 24, no 4, 229-241 p.Article in journal (Refereed) Published
Abstract [en]

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. 

Place, publisher, year, edition, pages
2007. Vol. 24, no 4, 229-241 p.
Keyword [en]
Relationship marketing, Marketing strategy, Marketing mix
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-15313DOI: 10.1108/07363760710756011OAI: oai:DiVA.org:hig-15313DiVA: diva2:649487
Available from: 2013-09-18 Created: 2013-09-18 Last updated: 2013-09-19Bibliographically approved

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CiteExportLink to record
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Direct link
Cite
Citation style
  • apa
  • harvard-cite-them-right
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • sv-SE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • de-DE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf