TY - JOUR
T1 - How firms relate to their markets
T2 - An empirical examination of contemporary marketing practices
AU - Coviello, Nicole E.
AU - Brodie, Roderick J.
AU - Danaher, Peter J.
AU - Johnston, Wesley J.
PY - 2002/7/1
Y1 - 2002/7/1
N2 - The authors examine 308 firms in the United States and four other Western countries to understand how different types of firms relate to their markets. Comparative analysis shows that though there is some support for consumer and goods firms being more transactional and business and service firms being more relational, there are many exceptions. The results also show that firms can be grouped into those whose marketing practices are predominantly transactional, predominantly relational, or a transactional/relational hybrid. Each group constitutes approximately one-third of the sample and includes all types of firms (consumer goods, consumer services, business-to-business goods, and business-to-business services). This suggests that marketing practices are pluralistic and managerial practice has not shifted from transactional to relational approaches per se.
AB - The authors examine 308 firms in the United States and four other Western countries to understand how different types of firms relate to their markets. Comparative analysis shows that though there is some support for consumer and goods firms being more transactional and business and service firms being more relational, there are many exceptions. The results also show that firms can be grouped into those whose marketing practices are predominantly transactional, predominantly relational, or a transactional/relational hybrid. Each group constitutes approximately one-third of the sample and includes all types of firms (consumer goods, consumer services, business-to-business goods, and business-to-business services). This suggests that marketing practices are pluralistic and managerial practice has not shifted from transactional to relational approaches per se.
UR - http://www.scopus.com/inward/record.url?scp=0036021512&partnerID=8YFLogxK
U2 - 10.1509/jmkg.66.3.33.18500
DO - 10.1509/jmkg.66.3.33.18500
M3 - Article
AN - SCOPUS:0036021512
VL - 66
SP - 33
EP - 46
JO - Journal of Marketing
JF - Journal of Marketing
SN - 0022-2429
IS - 3
ER -