The new customer relationship management tool – product elimination?

Harness, David; Harness, Tina

doi:10.1080/02642060412331301262

Cited by 9 publications

(3 citation statements)

References 23 publications

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“…Avlonitis (1987) noted that a separate study for consumer and industrial products would be necessary and that his study was only the beginning, it needed to be validated and replicated. Later studies of Avlonitis et al (2000) or other researchers (Argouslidis and McLean, 2003;Argouslidis and Baltas, 2007;Gounaris et al, 2006;Harness and Harness, 2004;Harness and Harness, 2012;Harness and Harness, 2007) focused on the finance sectors, service (Somosi and Kolos, 2017), B2C goods (Argouslidis et al, 2014;Muir and Reynolds, 2011), and human resource sector (Wagner et al, 2017).…”

Section: Introductionmentioning

confidence: 99%

Product Elimination in German Industrial Companies: A Comparison Study with US and UK Industrial Companies

Bauer¹,

Turčínková²

2020

Acta Univ. Agric. Silvic. Mendelianae Brun.

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This paper focuses on the product elimination in German industrial companies, especially in the mechanical engineering sector. The Product Life Cycle (PLC) theory is based on the typical curve, which shows the different stages a product experiences over the time. The last stage, the so-called decline or elimination phase, is characterized with decreasing sales figures, low market share and shrinking profits. Therefore, it sounds logical that such products should be eliminated. This study is analyzing if these indicators really are the only reasons to start the elimination process of a product, or if there are other reasons triggering this decision too. This paper is based on results of personal structured interviews (n = 102) with representatives of German mechanical engineering companies. The data was processed with use of statistical software SPSS, mean values and standard deviations were calculated, and Spearman's rank order correlation value analysis was applied. The results of this study were then compared with other earlier studies: Avlonitis (1984), Hart (1988), and Mitchell et al. (1998). The main findings suggest that the data from the new German study are highly correlating with the data from the United States (Mitchell et al., 1998) and the United Kingdom (Avlonitis, 1984; Hart, 1988). The results show that the reasons to phase out a product have not changed over the time; neither are the reasons different in different economics.

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Section: Introductionmentioning

confidence: 99%

Product Elimination in German Industrial Companies: A Comparison Study with US and UK Industrial Companies

Bauer¹,

Turčínková²

2020

Acta Univ. Agric. Silvic. Mendelianae Brun.

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“…Day and Hubbard (2003),Evans (2003),Farquhar (2003),Fitchett and McDonagh (2000),Gebert et al (2003),Gurau et al (2003),Harness and Harness (2004),Harris and Marandi (2002),Harwood and Garry (2006),Helm et al (2006),Hibbard et al (2001),Hunt et al (2006),Jain (2005), Javagi et al (2005,Kamakura et al (2005),Kates (2002),Kotorov (2003),Lavender (2004),Leverin and Liljander (2006),Li et al (2002),Long et al (1999),McCarthy and Fram (2000),Meyer and Kolbe (2005), Mitussis et al (2006), Ngai (2005), Novicevic et al (2006), O'Malley and Mitussis (2002), Palmer et al (2005), Patterson and Smith (2001), Piercy (1998), Plakoyiannaki and Saren (2006), Pries and Stone (2004), Rao and Perry (2002), Rashid (2003), Robinson et al (2005), Rowe and Barnes (1998), Rowley (2004), Sheth (2002), So and Speece (2000), Sin et al (2005), Srirojanant and Thirkell (1998), Szmigin et al (2005), Verhoef and Langerak (2002), Xu et al (2002),Zeng (2003),Zineldin (1999), Zineldin (2000, andZineldin (2005) Industry applications (implementation of RM)Abratt and Russel (1999),Ahmad and Buttle (2002a, b),Boedeker (1997),Bull (2003),Chaston and Baker (1998),Chang and Tseng (2005),Claycomb and Martin (2001),Colgate and Stewart (1998),Coviello and Brodie (2001),Cooper et al (2005),Gilbert and Choi (2003)<...>…”

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confidence: 99%

Relationship marketing research (1994‐2006)

Das

2009

Marketing Intelligence &Amp; Planning

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Purpose -The purpose of this paper is to review the academic literature on relationship marketing (RM), conduct a content analysis of the same for the purpose of classification and provides a comprehensive bibliography. Design/methodology/approach -A range of online databases were searched to review the literature on RM. Only, 209 papers had RM as the primary research topic. The full text of each paper was taken as the unit of analysis. The classification of all the units into mutually exclusive categories was done by two independent researchers. Findings -The content analysis led to classification of literature into five mutually exclusive categories viz. objectives, defining constructs, instruments, industrial applications and issues. The contribution of research papers has been on the rise across the time frame and there has been a sharp rise in RM research publication in the recent years. The study revealed many other useful findings.Research limitations/implications -The findings can be generalized only to the population of selected online databases for the given time period but not to the larger universe of RM literature. The study identifies various untapped areas for further research in terms of industry, country of study, research methods, type of study, etc. Practical implications -The paper provides a roster of field projects accompanied by a comprehensive bibliography that will be useful to both academics and practitioners for studying existing research as well as for contemplating future research. Originality/value -This is the only paper that provides a literature review and bibliography of RM literature for the period 1994-2006.

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“…Filling these research gaps may also yield valuable insights into whether and how a company can mitigate unfavorable effects of a product Homburg / Fürst / Prigge A Customer Perspective on Product Eliminations 4 elimination. Researchers have made frequent calls for such studies (e.g., Harness and Harness 2004;Harness and Marr 2001). For example, Harness and Marr (2001, p. 433) claim that the focus of future research "has to be on how a product elimination is perceived by … customers."…”

Section: Introductionmentioning

confidence: 99%