IDEAS home Printed from https://ideas.repec.org/a/blg/reveco/v67y2015i2p161-175.html
   My bibliography  Save this article

Relationship Marketing - A Client Relationship Lifecycle Perspective - Theoretical Considerations On The Client Acquisition And Retention Phase

Author

Listed:
  • ȚICHINDELEAN Mihai

    (Lucian Blaga University of Sibiu)

Abstract

The purpose of this paper is to review conceptually the first two phases of the client relationship lifecycle. In this regard, the author has structured the paper in two parts, the first one describing the client acquisition phase, and the second one the client retention phase. Thus, the client acquisition phase describes the actions undertaken by both the client and the company for starting an exchange relationship. Client retention is defined by using different theoretical surrogates (e.g. loyalty, rebuying behaviour), and determinants (e.g. satisfaction, social effects, anticipated regret of future use). Moreover, the dynamic character of this phase is taken in consideration by presenting the specific phases of the client-company relationship in accordance with the exchange and relationship marketing theories.

Suggested Citation

  • ȚICHINDELEAN Mihai, 2015. "Relationship Marketing - A Client Relationship Lifecycle Perspective - Theoretical Considerations On The Client Acquisition And Retention Phase," Revista Economica, Lucian Blaga University of Sibiu, Faculty of Economic Sciences, vol. 67(2), pages 161-175.
  • Handle: RePEc:blg:reveco:v:67:y:2015:i:2:p:161-175
    as

    Download full text from publisher

    File URL: http://economice.ulbsibiu.ro/revista.economica/archive/67212tichidelean.pdf
    Download Restriction: no

    References listed on IDEAS

    as
    1. Zeelenberg, M., 1999. "Anticipated regret, expected feedback and behavioral decision-making," Other publications TiSEM 38371d1b-31fd-45b0-860f-b, Tilburg University, School of Economics and Management.
    Full references (including those not matched with items on IDEAS)

    More about this item

    Keywords

    relationship marketing; client relationship lifecycle; acquisition phase; retention phase;

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:blg:reveco:v:67:y:2015:i:2:p:161-175. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Eduard Alexandru Stoica). General contact details of provider: http://edirc.repec.org/data/feulbro.html .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.