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Relationship Marketing Research Tailored To Support Sales Management. Case Study: An International Express Logistics Company In Romania

Author

Listed:
  • Pop Nicolae Alexandru
  • Mihoc Florin
  • Fotea Ioan Stefan

Abstract

Within current economy context, complexities and particularities most companies are constantly seeking to maximize effectiveness and efficiency of their business. As sales force represents for most organizations their “spearheds”and direct contact with the market, its management can be a source for customer satisfaction and overall efficiency. Relationship marketing research with all its particularities and dimensions, if tailored appropriately can explicitly pinpoint major sources of customer satisfaction and dissatisfaction. Focus of contemporary relationship marketing is the customer viewed across lifetime as a profit source and partner rather than on short term for singular transactions. Research findings help the organization better manage its sales force and generate customer satisfaction, retention and loyalty and maximize profits while achieving superior efficiency.

Suggested Citation

  • Pop Nicolae Alexandru & Mihoc Florin & Fotea Ioan Stefan, 2010. "Relationship Marketing Research Tailored To Support Sales Management. Case Study: An International Express Logistics Company In Romania," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 755-760, July.
    • Handle: RePEc:ora:journl:v:1:y:2010:i:1:p:755-760
    as

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    File URL: http://anale.steconomiceuoradea.ro/volume/2010/n1/119.pdf
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    References listed on IDEAS

    as
    1. Nicolae Al. Pop & Anca-Daniela Vl?doi, 2009. "The marketer-a complex specialist, a man of concept, decision and action," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 11(25), pages 9-20, February.
    2. Berling, Robert J., 1993. "The emerging approach to business strategy: Building a relationship advantage," Business Horizons, Elsevier, vol. 36(4), pages 16-27.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    relationship marketing; sales management; customer satisfaction; research; efficiency;
    All these keywords.

    JEL classification:

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

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