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Relationship marketing: Local implementation of a universal concept

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  • Palmer, Adrian J.

Abstract

Relationship marketing has been described as a new paradigm for the study of exchange. However, current interest in developing relationship marketing programs overlooks the existence of relational exchange as the dominant form of exchange in many of the world's economies. This paper discusses the nature of relational exchange and governance within a cross-cultural context and advises caution in the implementation of western style tactical relationship marketing activity in markets where relationships represent core cultural values.

Suggested Citation

  • Palmer, Adrian J., 1995. "Relationship marketing: Local implementation of a universal concept," International Business Review, Elsevier, vol. 4(4), pages 471-481.
    • Handle: RePEc:eee:iburev:v:4:y:1995:i:4:p:471-481
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    References listed on IDEAS

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    1. Schurr, Paul H & Ozanne, Julie L, 1985. "Influence on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(4), pages 939-953, March.
    2. Eugene Jones & Ronald W. Ward, 1989. "Effectiveness of generic and brand advertising on fresh and processed potato products," Agribusiness, John Wiley & Sons, Ltd., vol. 5(5), pages 523-536.
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    4. Sirgy, M Joseph, 1982. "Self-Concept in Consumer Behavior: A Critical Review," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(3), pages 287-300, December.
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