Value managed relationships: The key to customer retention and profitability

Robin W. T. Buchanan and Crawford S. Gillies

European Management Journal, 1990, vol. 8, issue 4, 523-526

Abstract: The authors argue that customer satisfaction and retention are vital and can be improved by the technique which they call a Value Managed Relationship (VMR). A VMR is a collaborative, communicative partnership between suppliers and the supplier's customers, and it works by reducing system costs. Buchanan and Gillies point to examples in British industry where VMRs have been of great benefit.

Date: 1990
References: Add references at CitEc
Citations: View citations in EconPapers (4)

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/026323739090115M
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:eurman:v:8:y:1990:i:4:p:523-526

Ordering information: This journal article can be ordered from
http://www.elsevier.com/wps/find/journaldescription.cws_home/115/bibliographic
http://www.elsevier. ... me/115/bibliographic

Access Statistics for this article

European Management Journal is currently edited by Michael Haenlein

More articles in European Management Journal from Elsevier
Bibliographic data for series maintained by Catherine Liu ().