Relationship marketing strategy: An operant resource perspective

Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan

Research output: Contribution to journalArticlepeer-review

11 Scopus citations

Abstract

Purpose: The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence relationship marketing (RM) strategy success. Design/methodology/approach: After a brief discussion of the operant resource perspective of the service-dominant (S-D) logic, the paper reviews relationship marketing literature to identify and explore specific operant resources that can influence relationship marketing success. Findings: This paper identifies several operant resources that have been empirically verified to have positive influence on relationship marketing success and several other operant resources that need further conceptual and empirical investigation. Originality/value: The operant resource perspective of relationship marketing strategy and the operant resources identified in this paper provide the foundation for theory development and managerial practice.

Original languageEnglish
Pages (from-to)275-283
Number of pages9
JournalJournal of Business and Industrial Marketing
Volume29
Issue number4
DOIs
StatePublished - Apr 2014

Keywords

  • Operant resources
  • Relationship marketing
  • Service dominant logic

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