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[Chaffey, Dave] Digital business and E-commerce 2nd book

Chapter 9  Customer relationship management

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sis. International Journal of Bank Marketing,  19(7),   276–  91.

Keiningham, T., Cooil, B., Aksoy, L., Andreassen, T. and Weiner, J. (2007) The value of dif-

ferent customer satisfaction and loyalty metrics in predicting customer retention, recom-

mendation and share-of-wallet. Managing Service Quality,  17(4),   172–  81.

Kirby,  J. (2003) Online viral marketing: next big thing or yesterday’s fling? New 

Media Knowledge. Published online at 

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 (no longer 

available).

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AdMap,  February,   17–  19.

Kotler, P. (1997) Marketing Management – Analysis, Planning, Implementation and Control

 Prentice-  Hall,  Englewood  Cliffs, NJ.

Kumar, V., Peterson, J. and Leone, R. (2007) How valuable is word of mouth? Harvard 



Business Review,  85(10),   139–  46.

Levine, R., Locke, C., Searls, D. and Weinberger, D. (2000) The Cluetrain Manifesto. Perseus 

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Lewis, H. and Lewis, R. (1997) Give your customers what they want. Selling on the Net. 



Executive Book Summaries, 19(3).

McGaffin, K. (2004) Linking matters: how to create an effective linking strategy to promote 

your website. Published at 

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 (no longer available).

MAD (2007) How online display advertising influences search volumes. Published 

4 June 2007. MAD Network (Marketing Week), Centaur Communications.

Mello, A. (2001) Watch out for CRM’s hidden costs. ZdNet online, 15 October.

Microsoft (2007) Word of the web guidelines for advertisers: understanding trends and 

monetising social networks. Research report.



New Media Age (2005a) Product placement. By Sean Hargrave. New Media Age, 12 May, 

www.nma.co.uk

.

New Media Age (2005b) Perfect match. By Greg Brooks. New Media Age, 29 September.

New Media Age (2005c) Delivering the goods. By Nic Howell. New Media Age, 5 May.

New Media Age (2007) Impulse buying. By Emma Rubach. New Media Age, 30 August.

Nielsen, J. (2000) Web research: believe the data. Jakob Nielsen’s Alertbox, 11 July 1999: 

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.

Novo, J. (2004) Drilling Down: Turning customer data into profits with a spreadsheet. 



Available from 

www.jimnovo.com

.

O’Malley, L. and Tynan, C. (2001) Reframing relationship marketing for consumer markets. 



Interactive Marketing,  2(3),   240–  46.

Parasuraman, A., Zeithaml, V. and Berry, L. (1985) A conceptual model of service quality 

and its implications for future research. Journal of Marketing,  49,  Fall,   41–  50.

Parker, R (2000) Relationship Marketing on the Web. Adams Streetwise, Avon, MA.

Peppers, B. and Rogers, P. (1999) One-to-One Field Book. Currency/Doubleday, New York.

Peters, L. (1998) The new interactive media: one-to-one but to whom? Marketing Intelligence 



and Planning,  16(1),   22–  30.

QAS (2002) Data Quality – the Reality Gap. Executive summary of a report commissioned 

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Reichheld, F. (2006) 



The Ultimate Question: Driving Good Profits and True Growth. Harvard 

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Reichheld, F. and Schefter, P. (2000) E-loyalty, your secret weapon on the web. Harvard 

Business Review,   July–  August,   105–  13.

Reinartz, W. and Kumar. V. (2002) The mismanagement of customer loyalty. Harvard 



Business Review,  July,   4–  12.

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Robinson, H., Wysocka, A. and Hand, C. (2007) Internet advertising effectiveness: the effect 

of design on  click-  through rates for banner ads. International Journal of Advertising

26(4),   527–  41.

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Part 2  Strategy and applications

 Chaffey, D., Mayer, R., Johnston, K. and  Ellis-  Chadwick, F. (2009)  Internet Marketing: 



Strategy, Implementation and Practic e, 4th edn. Financial Times Prentice Hall, Harlow. 

  Chapter    6     covers  online  relationship  building  and   Chapters    8     and   9   interactive 

communications. 

 Chatterjee, P. (2010)  Multiple-  channel and  cross-  channel shopping behavior: Role of con-

sumer shopping orientations.  Marketing Intelligence & Planning ,  28(1),   9–  24. 

 This paper explores buyer behaviour implications for  multi-  channel transactions. 

 Dennis, C., Merrilees, B., Jayawardhena, T. and Wright, L.T. (2009) E-consumer behaviour. 

 European Journal of Marketing ,  43(9/10),   1121–  39. 

 A good overview of consumer behaviour. 

 Jackson, S. (2009)  Cult of Analytics: Driving Online Marketing Strategies Using Web Analytics . 

Elsevier, Oxford. 

 Møller, K. and Halinen, A. (2000) Relationship marketing theory: its roots and direction. 

 Journal of Marketing Management ,  16,   29–  54. 

 Sargeant, A. and West, D. (2001)  Direct and Interactive Marketing . Oxford University Press, 

Oxford. 

 An excellent coverage of traditional direct marketing, although the specific chapter on digital 

marketing is brief. 

 Winer,  R. (2001) A framework for customer relationship management.  California 



Management Review ,  43(4). 

 A good overview of CRM and e-CRM.  

 Ryan, J. and Whiteman, N. (2000) Online Advertising Glossary: Sponsorships. ClickZ Media 

Selling Channel, 15 May. 

 Sharma, A. and Sheth, J. (2004)  Web-  based marketing: the coming revolution in marketing 

thought and strategy.  Journal of Business Research ,  57(7),   696–  702. 

 Sissors, J. and Baron, R. (2002)  Advertising Media Planning ,  6th edn.   McGraw-  Hill,  Chicago. 

 Smart Insights (2010) Introducing RACE = A practical framework to improve your digital 

marketing. Blog post by Dave Chaffey, 15 July. Available from:  

www.smartinsights.

com/ digital-  marketing-  strategy

 . 


 Smart Insights (2012) Comparison of Google Clickthrough rate by position. Blog 

post by Dave Chaffey published September  24th 2012.  

www.smartinsights.

com/search-engine-optimisation-seo/seo-analytics/comparison-of-google-

clickthrough-rates-by-position/

 . 


 Smith, P.R. and Chaffey, D. (2005)  EMarketing Excellence – at the Heart of EBusiness , 

2nd edn.   Butterworth-  Heinemann,  Oxford. 

 Stone, M., Abbott, J. and Buttle, E (2001) Integrating customer data into CRM strategy. In B. 

Foss and M. Stone (eds)  Successful Customer Relationship Marketing . Wiley, Chichester. 

 Transversal (2008) UK companies fail the  multi-  channel customer service test. Research 

report, March. 

 van Duyne, D., Landay, J. and Hong, J. (2002)  Th e Design of Sites: Patterns, Principles, 

and Processes for Crafting a  Customer-  centered Web Experience .   Addison-  Wesley, 

Reading, MA. 

 Watts, D. and Dodds, S. (2007) Influentials, networks, and public opinion formation. Journal 

of Consumer Research,  34(4),   441–  58. 

 Wikipedia (2005) Tesco. Wikipedia, the free encyclopaedia:  http://en.wikipedia.org/wiki/

Tesco . 

 Windham, L. (2001)  Th e Soul of the New Consumer: Th e Attitudes, Behaviors and Preferences 



of E-Customers . Allworth Press, New York. 

 Zona Research (1999) The economic impacts of unacceptable website download speeds. 

White Paper, April.  

  Further  reading 

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