Financial Implications of Relationship Marketing in Airline Business

2017 ◽  
pp. 497-541
Author(s):  
Hasan Dinçer ◽  
Ümit Hacıoğlu ◽  
Aydın Özdemir
Keyword(s):  
Relationship Marketing ◽  
Airline Industry ◽  
Financial Crises ◽  
Customer Value ◽  
Distribution Systems ◽  
Marketing Concept ◽  
Profit Margins ◽  
Frequent Flyer ◽  
Global Distribution Systems

Relationship marketing promises a change from vendor, product and price centered marketing concept to a new people, long-term relationships and value centered marketing concept for airline companies in search of a messiah who will rescue them from bleeding to death because of monopolized supply market, duplicated services, financial crises, heavy pressure of competition and low profit margins. In this chapter, definitions and short background of relationship marketing are revised by focusing on components of the concept and relations with customer loyalty, customer value and basic notions. A glance at the airline industry takes place with a focus on relationship marketing and airline business on the basis of implication aspects such as frequent flyer programs, global distribution systems and internet. Specifically, domains of relationship marketing concept on the airline business are analyzed in detail specific to cost and profitability balance.

Financial Implications of Relationship Marketing in Airline Business

2015 ◽  
pp. 405-447
Author(s):  
Hasan Dinçer ◽  
Ümit Hacıoğlu ◽  
Aydın Özdemir
Keyword(s):  
Relationship Marketing ◽  
Airline Industry ◽  
Financial Crises ◽  
Customer Value ◽  
Distribution Systems ◽  
Marketing Concept ◽  
Profit Margins ◽  
Frequent Flyer ◽  
Global Distribution Systems

Relationship marketing promises a change from vendor, product and price centered marketing concept to a new people, long-term relationships and value centered marketing concept for airline companies in search of a messiah who will rescue them from bleeding to death because of monopolized supply market, duplicated services, financial crises, heavy pressure of competition and low profit margins. In this chapter, definitions and short background of relationship marketing are revised by focusing on components of the concept and relations with customer loyalty, customer value and basic notions. A glance at the airline industry takes place with a focus on relationship marketing and airline business on the basis of implication aspects such as frequent flyer programs, global distribution systems and internet. Specifically, domains of relationship marketing concept on the airline business are analyzed in detail specific to cost and profitability balance.

scholarly journals The Importance and Benefits of Relationship Marketing Concept

2020 ◽  
Vol 5 (4) ◽  
Author(s):  
Yakup Durmaz ◽  
Habip Güvenç ◽  
Selman Kaymaz
Keyword(s):  
Customer Satisfaction ◽  
Product Development ◽  
Relationship Marketing ◽  
Product Differentiation ◽  
Global Market ◽  
Marketing Concept ◽  
Customer Expectations ◽  
Almost All ◽  
The Relationship

The purpose of this study is to explain the concept and benefits of relationship marketing. The relationship marketing term that includes establishing short, medium and long-term ties-relationships with the customers, continuing and developing these relationships was first introduced by Berry in 1983. The concept of relationship marketing is a vital and important step in ensuring profit satisfaction and customer satisfaction in recent years, as well as achieving competitive advantage in the global market. Almost all of the big corporate enterprises in our country have turned to relationship marketing models and practices on issues such as ensuring customer satisfaction, determining customer expectations, product development, strengthening customer loyalty, product development and product differentiation.

scholarly journals MODERN ASPECTS OF ORGANIZATION OF ENTERPRISES’ GOODS DISTRIBUTION SYSTEMS

2018 ◽  
Vol 1 (2(14)) ◽  
pp. 64-70
Author(s):  
Larysa Valentynivna Babachenko ◽  
Viktoriya Viktorivna Zhydok ◽  
Maksym Mykolaiovych Zabashtanskyi
Keyword(s):  
Distribution System ◽  
Distribution Systems ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Basic Material ◽  
Marketing Concept ◽  
Effective Performance ◽  
Production And Distribution ◽  
Business Entities

Urgency of the research. The use of marketing technologies in the formation of goods distribution channels is a topical issue in the context of organizing a rational system of commodity circulation and establishing a long-term cooperation which involves all its members. Target setting. Traditional distribution channels are not sufficiently effective in modern conditions of management, therefore, at the expense of labor division and successful cooperation, it is necessary to achieve the most effective performance of functions by the participants of the distribution channel. Actual scientific researches and issues analysis. The study of the marketing distribution system has been carried out in the works of such scholars as O. A. Bilovodska, V. A. Hertsyk, A. F. Pavlenko. Uninvestigated parts of general matters defining. The influence of relationships marketing concept on the activity of forming goods distribution systems requires additional study. The research objective. The purpose of the article is to study the influence of goods distribution system on ensuring the effective functioning of business entities and improving marketing relationships of all members of the distribution channel. The statement of basic material. The influence of marketing distribution systems on the competitiveness of an individual enterprise is being investigated; the need for their effective formation and functioning is being substantiated. The implementation of relationships marketing concept has been proposed, which will help to establish a long-term cooperation of all subjects of the distribution system and will be the basis for the formation of production and distribution systems in market conditions. Conclusions. The necessity of establishing a long-term cooperation of all participants of the distribution system on the basis of implementation of relationships marketing concept, that meets the existing requirements of the market, has been substantiated.

scholarly journals An exploration on customer relationship management and its perspectives: aviation sector

2012 ◽  
Vol 1 (3) ◽  
pp. 203-207
Author(s):  
Malini D H
Keyword(s):  
Customer Relationship Management ◽  
Airline Industry ◽  
Relationship Management ◽  
Customer Relationships ◽  
Customer Relationship ◽  
Aviation Industry ◽  
Marketing Concept ◽  
The World ◽  
Acquisition Costs

The CRM approach has received increased attention as a marketing concept during the last decades (Sin et al.2005; Osarenkhoe and Bennani 2007; Wilson et al. 2002). By combining the abilities to respond directly to customer requests and to provide the customer with a highly interactive, customized experience. Organizations today have greater scope for establish, cultivate, and maintain long-term customer relationships than ever before. The ultimate goal is to transform these relationships into greater profitability by increasing repeat purchase rates and reducing customer acquisition costs. Indeed, this revolution in customer relationship management or CRM as it is called has been referred to as the new ―mantra‖ of marketing (Russell S. Winer 2001). The Indian aviation industry is identified as one of the fastest growing industry in the world with private airlines accounting for more than 75 per cent of the sector. It is noticed that the 9th largest position in the aviation market in the world is India. In the present study the effort has been made to examine and analyze the effects of CRM and its contribution towards airline industry and also to develop and clarify a conceptual framework integrating CRM constructs, and its implications on aviation industry.

Understanding the salience of cultural dimensions on relationship marketing, it’s underpinnings and aftermaths

2004 ◽  
Vol 11 (3) ◽  
pp. 70-89 ◽  
Author(s):  
Nelson Oly Ndubisi
Keyword(s):  
Low Power ◽  
Relationship Marketing ◽  
Customer Value ◽  
Power Distance ◽  
Cultural Dimensions ◽  
Current Work ◽  
Mediation Effects ◽  
Managerial Implications ◽  
High Uncertainty

The current work demonstrates how relationship marketing (RM) application in cultures of low power distance, collectivism, femininity, high uncertainty avoidance, and long‐term orientation, can bring about customer’s repeat purchase, customer retention and sustained loyalty via superior customer value delivery. The paper also shows the moderation and mediation effects of trust, equity, empathy, and commitment, which are the underpinnings of a relationship as well as important values in the above cultures. Theoretical and managerial implications are discussed.

The Conceptual Framework of Relationship Marketing

2015 ◽  
pp. 38-63
Keyword(s):  
Conceptual Framework ◽  
Relationship Marketing ◽  
Customer Value ◽  
Marketing Concept ◽  
Comprehensive Understanding ◽  
Collaborative Relationships ◽  
Business World ◽  
Relationship Termination ◽  
Facilitators And Barriers ◽  
The Relationship

Relationship marketing has been receiving widespread attention in the business world as well as in the literature. Different streams of marketing handle the concept of relationship marketing from their perspective; because of this reason, various definitions of relationship marketing have emerged in the marketing literature. This chapter aims to review the different definitions of relationship marketing and provide a comprehensive understanding of the relationship marketing concept. Based on the literature, basic constituents of relationship marketing have been analysed in a detailed way. This chapter handles the relationship marketing concept beyond the typical supplier-buyer relationships and analyses all collaborative relationships that allow companies to deliver superior customer value. Main motivations of customers to engage in a relationship and their relationship termination reasons are also examined. This chapter ends with identifying the facilitators and barriers for relationship marketing success.

Enabling Customer-Centricity and Relationship Management using Net Promoter Score

2018 ◽  
Vol 9 (2) ◽  
pp. 115-126 ◽  
Author(s):  
Nicoleta Valentina Florea ◽  
Dorina Antoneta Tănăsescu ◽  
Anişoara Duică
Keyword(s):  
Relationship Marketing ◽  
Performance Indicators ◽  
Simulation Modeling ◽  
Customer Value ◽  
Future Trends ◽  
New Methods ◽  
Net Promoter Score ◽  
Net Promoter ◽  
Customer Centricity ◽  
Loyal Customers

Abstract We are in the fifth era of marketing development, that of relationship marketing, where the environment is influenced by globalization, informatization, market liberalization, and the overcapacity of production, and the focus will be not on increasing the volume of production, but on obtaining profit using relationship with profitable customers. Customer-centricity, customization, one-to-one relationship and measuring the value of each customer is an advantage in the fearless market. Organizations if they knew what customers wants would offering only those products or services they want, but to help them to know the customers’ needs better, they use models, new methods and calculation of performance indicators. One of the models which help organizations to determine the customer value and centricity is Net Promoter Score (NPS), its formula being developed by Reichheld F. in 2006. Our research is made on 10 organizations and on 150 respondents and is consisting in using NPS in order to observe customers’ perception of the analysed brands, to measure how well the brand is having satisfayed and loyal customers, and the desire for recommendation of the analysed brand. Our article is using simulation, modeling and IT programs to observe possible relationships and future trends.

Sydney rock oyster farming in Australia.

2020 ◽  
Author(s):  
John Nell
Keyword(s):  
New South ◽  
Quality Assurance Program ◽  
First Year ◽  
Water Sampling ◽  
Time To Market ◽  
Profit Margins ◽  
Rock Oyster ◽  
South Wales ◽  
Sampling Programme

Abstract The 120-year-old Sydney rock oyster industry in New South Wales (NSW) and southern Queensland is one of the oldest aquaculture industries in Australia. The industry has been forced to adapt to competition from other species, tighter harvesting and oyster storage and handling requirements as well as eroding profit margins. Recent changes in farming practices include the move away from stick culture to single seed culture, as the half-shell market demands a more uniformly shaped oyster. When selective breeding demonstrated that it could reduce time to market (50 g whole weight) by nearly a year out of an industry average of 3.5 years, the industry wanted to try hatchery technology. Although the industry had never used hatchery technology before, it purchased 10 million spat or 8% of its annual spat requirement from hatcheries in 2003-2004, the first year that they were made available to farmers. The industry also embraced the Australian Shellfish Quality Assurance Program, which requires that shellfish harvest areas be classified on the basis of a sanitary survey and the results of an ongoing strategic water-sampling programme. This programme ensures product safety for the consumers and helps to provide the industry with a long-term future.

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