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© Douglas West, John Ford, and Essam Ibrahim, 2015. All rights reserved.
Learning Objectives
Understand the importance of developing relationships with customers.
Discover ways in which marketers can assess customer desirability and
rank customers in terms of customer value to the firm.
Be able to identify the various ways in which marketers can build loyalty
with customers.
Understand the importance of customer relationship management
systems and grasp the differences between CRM for consumer
marketers (B2C) and industrial marketers (B2B).
Be aware of various approaches to the building of customer databases
with which to strategically address customer relationship building
strategies while also explaining the potential pitfalls inherent in ill-
designed and ill-conceived data mining approaches and relationship
management systems.
Be able to explain the strategies that will help the firm to create long-
term relationships with its customers that can create competitive
advantage and which can be sustained.
Partners
Advocates
Supporters
Successively
Higher Levels Clients
of loyalty Customers
Prospects
Suspects
Source: Adapted from Raphel, M., “Ad Techniques Move Customers up the Loyalty Ladder,” Bank
Marketing (1980), 12 (11 November), pp. 37-8.
• Not yet even mildly warm leads for the selling company
• Are not yet interested in your products or services
• Companies should not spend too much time or effort on
this group of consumers
• The firm must develop some kind of mechanism to
determine whether the suspect is worth spending time
with
• One such approach is customer equity as posited by
Blattberg and Deighton (1996)
Engagement
Enlistment Enlightenment
Customer
Endearment Love Entrustment
Enchantment Empowerment
Seeks to Collaborate on
New Product Development
From “Building Loyalty in Business Markets,” by Das Naryandas, Harvard Business Review,
September/2005. Reprinted with permission of Harvard Business Publishing. All rights reserved.
From “Building Loyalty in Business Markets,” by Das Naryandas, Harvard Business Review,
September/2005. Reprinted with permission of Harvard Business Publishing. All rights reserved.
Ryu, Park and Min (2007) suggest that there has been a major
paradigm shift for B2B marketers and that now relationship
marketing has shifted from a short-term to a long-term focus to
be effective.
As a result, the measurement of the relationship management’s
LTO (long-term orientation) is vital for ensuring success.
Practice suggests that there can be no LTO without the existence
of trust.
Trust on the part of one partner is usually formed as a result of the
proven abilities of the other partner to offer proper solutions and
adapt to changing circumstances while also openly exchanging
information.
As a result, the supplier should regularly measure, share and also
manage all aspects of the exchange process (even what would
seem to be implicit instead of explicit) so that the buyer will want
to develop a long-term relationship.