Customer journey mapping is a concept that builds on touchpoints, and organizes the customer journey through these touchpoints in a three-part approach: preservice, service, and postservice.
Relationships are important in business-to-business marketing, but defining what is meant by “relationship” is difficult.
There are two types of contracts: legal and psychological. This article suggests that marketers and retailers have to remember that to a customer, perception is reality.
Trust is an integral part of any successful business relationship. In this article, the authors look at how farmers perceive building trust in business relationships.
The temptation to win over a new customer with a price discount is strong. In this article, the authors review research on how deep discounts affect profit in the short term and the long run.
There are two types of trust in buyer-seller relationships: calculated and relational. In this article, authors examine the roles both types of trust play in these relationships.
Salespeople are often required to manage relationships with different stakeholders to effectively provide sale offerings to their customers. This study looked at how three types of tactics used by salespeople affected three groups of constituents.