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The internet as a relationship marketing tool - some evidence from Irish companies

Geiger, Susi and Martin, Shane (1999) The internet as a relationship marketing tool - some evidence from Irish companies. Irish Marketing Review, 12 (2). ISSN 0790-7362

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Abstract

This article explores the strategies underlying the use of the internet as a marketing tool by Irish businesses. Three different approaches to internet Marketing are described: the ornamental, the informational and the relational. It is shown that, theoretically, the internet offers a unique opportunity for marketers to build up and maintain relationships with their clients. However, data collected through a mail survey and a content analysis of web sites reveal that currently the most frequent use of the internet by Irish companies still follows an ornamental or, at most, informational pattern. The authors discuss whether this discrepancy between internet potential and practice is due to the social basis of market relationships or whether it can be seen as evidence that the adaptation of a new marketing tool follows an incremental pattern.

Item Type:Article (Published)
Refereed:Yes
Uncontrolled Keywords:internet; Irish companies; relationship marketing;
Subjects:Business > Marketing
DCU Faculties and Centres:DCU Faculties and Schools > Faculty of Humanities and Social Science > School of Law and Government
Publisher:Marketing Institute
Use License:This item is licensed under a Creative Commons Attribution-NonCommercial-Share Alike 3.0 License. View License
ID Code:14875
Deposited On:24 Sep 2009 12:07 by Shane Martin. Last Modified 24 Sep 2009 12:07

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