This paper explores the role of attraction in the initiation, development and maintenance of relationships. Building on the extant social exchange literature and incorporating recent work in the marketing domain, attraction in professional services is defined as the extent to which relational partners perceive past, current, future or potential partners as professionally appealing in terms of their ability to provide superior economic benefits, access to important resources and social compatibility. A conceptual model is developed that (1) posits the determinants of attraction as economic, social and resource-based, and (2) incorporates the proposed relationships between attraction, trust, commitment, interaction and accommodation/assimilation. The legal sector provides the context for the empirical research reported here. Specifically, the paper addresses relationships between barristers, solicitors and barristers' clerks. Findings on the determinants of attraction are presented and a data-driven model developed which substantially expands previous under-standings. This model presents the conditions for attraction, the lens through which attraction is viewed, and the elements of attraction. The paper concludes with a discussion of implications and directions for further research.
This paper highlights a major conceptual problem in the branding literature which is currently imped ing theoretical development and managerial practice. In calling Jor more thorough and precise research in this field, the paper Jocuses on the delineation be tween the concepts
In addressing skin this paper seeks to illuminate current research within consumer culture theory. Framing our discussion within a consideration of tattoo culture, we explore the double-sidedness of skin, its ambiguity and ambivalence. In this way, we examine the relationship between identity and consumption and throw into question many of the received ideas concerning embodied identity within consumer research. Utilizing three skin metaphors (skin as container, projection surface, and cover to be modified), we generate a series of insights into intercorporeality, embodiment, and body projects.
2006),"How to get marketing back in the boardroom: Some thoughts on how to put right the well known malaise of marketing", Marketing Intelligence & Planning, Vol. 24 Iss 5 pp. 426-431 http://dx.If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -This paper aims to reframe and enhance the relationship marketing literature through advocating an emphasis on process and a renewed commitment to social and informational exchanges. Design/methodology/approach -The paper is conceptual. It takes as its starting-point the recognition that customers exist in complex dynamic systems in which they enact multiple roles. However, current implementations of customer relationship management (CRM) typically only view customers through a single lens (as customers) that denies firms a holistic view of those with whom they interact. Moreover, CRM systems typically embed and script actions (i.e. call centre options, offers driven by cross-selling and segmentation) rather than enabling rich communication and facilitating appropriate responses that emerge from that communication. It is argued here that, as a consequence, both parties to a relationship need to negotiate the nature of systems that connect them, because those systems, in part, determine the content of relationship exchanges. Practical implications -Understanding of the central argument will contribute to better organisational-customer interactions and more informed relationship management techniques. Originality/value -The paper argues for a renewed emphasis on processes and on social/informational exchanges within those relationships. This initiates a process of frame restructuring that will benefit RM.
scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.
hi@scite.ai
10624 S. Eastern Ave., Ste. A-614
Henderson, NV 89052, USA
Copyright © 2024 scite LLC. All rights reserved.
Made with 💙 for researchers
Part of the Research Solutions Family.