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Thrassou & Vrontis, 2009
Thrassou & Vrontis, 2009
To cite this article: Alkis Thrassou & Demetris Vrontis (2009) A New Consumer Relationship
Model: The Marketing Communications Application, Journal of Promotion Management, 15:4,
499-521, DOI: 10.1080/10496490903281270
INTRODUCTION
499
500 A. Thrassou and D. Vrontis
FIGURE 1 A more detailed representation of the consumer decision process. Adapted from
Blackwell et al., 2006.
GENERIC
Rayner & Easthope, 2001; -Upgraded significance of CDP
Blackwell et al., 2006; -Majority of consumption relating to the satisfaction of
Zeithaml et al., 2006 “higher” needs
NEED RECOGNITION STAGE
Hawkins et al., 2004; Schiffman “Need recognition”, although authentic in the sense that it
& Kanuk, 2004; Blackwell et requires the satisfaction of fundamental human
al., 2006; Zeithaml et al., requirements, it can be directed toward specific branded
2006; Solomon, 2007; products, ideas or positions. Due to:
Thrassou, 2007a, 2007bb -High average income level
-Large number of marketing communication channels with
high reach and impact
-A general social (perceived) correlation between
consumerism and quality of life
-An actual need for new products/ideas, consequential of
the high rates of social and technological changes.
INFORMATION SEARCH STAGE
Feldwick, 2002; Hawkins et al., Though non-marketer dominated sources are extremely
2004; Schiffman & Kanuk, important, there is comparatively greater information
2004; Solomon, 2007; provision through marketer-dominated channels. The
Thrassou, 2007a, 2007bb difference is probably due to:
-The number and array of channels used
-The potentialities offered by technological advancement
-The level of public education
-The availability of many types and brands of
products/ideas that often largely rely on intense
communication to succeed
-Value of time diminishing attention spans
ALTERNATIVES EVALUATION STAGE
Kapferer, 1997; Feldwick, 2002; -Consumers are more educated with easier access to
Brassington & Pettitt, 2003; valuable information
Schiffman & Kanuk, 2004; -Abundance of marketing channels and intensive
Thrassou, 2007a, 2007bb competition allows direct comparison of information
-Stricter regulatory environments provide relative assurance
against improper practices
-Relative value placed on branded products which
represents—among other elements—the appreciation,
trust and loyalty towards products and organizations
-Value of time diminishing cognitive processing.
CHOICE (PURCHASING) STAGE
Hawkins et al., 2004; Reedy & -Better infrastructure, greater competition and more
Schullo, 2004; Solomon, 2007 distribution channels
-Personal and social motives play a proportionally greater
role since people place considerable value on the
experience of the CDP itself
From authors such as Kotler et al. (2005), Lovelock & Wright (2002), Thrassou
& Vrontis (2006), and Zeithaml et al. (2006) three valuable elements arise: dif-
ferences in the perception of the environment as physical and non-physical
with the latter naturally presenting complications both in its definition and
analysis, an upgraded value of internal marketing stemming from the rela-
tive weight of “People” in the marketing mix, and the importance placed
on quality and the clients’ perception of quality with the latter differentiated
form the former.
Lovelock & Wright (2002), in fact, emphasized the importance of phys-
ical evidence To further add to the actual product, they also included other
“real” evidence such as offices and equipment, as well as “mental” evi-
dence such as symbols. Zeithaml & Bitner (2003) identifed the key reasons
for service communication problems as being: inadequate management of
service promises, inadequate management of customer expectations, inad-
equate customer education, and inadequate internal marketing communi-
cations. They subsequently presented a strategy for each toward matching
service promises with delivery. Earlier, McArthur & Griffin (1997) identified
the need to respect the differences of various types of marketers in planning
marketing communication activities. Thrassou & Vrontis (2006) linked the
intangibility and complexity of contemporary consumer behavior with the
increased need for customer education and consultation. Furthermore, they
observe through these consumer behavior attributes an opportunity for busi-
nesses to affect not only client knowledge but also elements such as client
attitudes, beliefs, and feelings towards the service. Marketing communica-
tions are viewed as the means of both receiving the necessary information
and transmitting it successfully toward controlling these elements.
The aforementioned indicate the imperative of marketing communi-
cations mix design in parallel to the implementation of the methods and
analyses that will allow the measurement and understanding of the previous
elements. Of interest to this research are the various means of stimulat-
ing word-of-mouth and targeting opinion leaders. Word-of-mouth has been
shown by previous reviews to be relatively more important to small con-
struction consultants whereas the reliance on opinion leaders appears to also
be more frequent in the specific industry. Similar conclusions were drawn
through the review of work by Hawkins, Best, & Coney, (2004), Schiffman
& Kanuk (2004), and Solomon (2007).
In reference to small firms’ marketing communications, Longenecker,
Moore, & Petty (2003) emphasized personal communications, the limitations
of their budget, the critical role of the manager, and the need for a marketing
communications focus. Similar findings are noted by Said (2000) and Thras-
sou (2005), with the latter being consistent also with Kotler et al. (2005) in
doubting the necessity of formalized marketing communications processes
for small firms and in stressing the importance of adopting and adapting
marketing communications to resources’ availability.
510 A. Thrassou and D. Vrontis
Finally, Thrassou & Vrontis (2006) brought together the work of various
authors on the subject and combined it with their own primary data findings
to develop an integrated marketing communications model for small firms,
relying also on the work of Kitchen (2001), Fill (2002), Pickton & Broder-
ick (2001), and Smith & Taylor (2002). Their work corroborated the previous
findings and provided three more valuable observations: the need to address
the structure and consistency of the competitive environment (SME concen-
tration, competition on market share vs. total market growth etc.), the need to
consider collective marketing communications through collaborations, and
the consideration of adapting strategy to marketing communications capa-
bilities.
Perhaps the single most important element of change within the new
marketing communications framework is electronic marketing. The subject
is consequently and subsequently paid greater relative attention to by this re-
search, primarily owing to the importance of its contemporary nature. Reedy
& Schullo (2004) through their work on electronic marketing, demonstrated
the continuously growing spectrum of communication means available to
businesses and their multiple implications. With the effort for gaining com-
petitive advantage shifted towards non-price factors, new electronic forms of
communication and distribution channels are invaluable for professional ser-
vices, since they provide the opportunity for raising quality or cutting costs
without diminishing the existing service standards. The future of customer
service is multi-channel and its benefits plentiful: it cuts costs, it develops
deeper relationships with customers, it increases sales, and it reduces risk by
spreading it over multiple channels (Hobmeier, 2001).
In terms of customers’ channel preferences, Skiera & Gensler (2003)
outlined the primary influencers as the nature of the product purchased,
the stage of the transaction process, and the customer with all its character-
istics. Relating to the nature of the product purchased, Peterson, Balasub-
ramanian, & Bronnenberg (1997) concluded that customer preference over
channel choice would depend on the level of outlay, frequency, the na-
ture of its tangible aspects, and the physical/informational elements. Finally,
considering customer profiles, Rollo (2003) suggested that the demographics
and psychographics of customers also matter in channel preferences, with
younger, more educated techno-users having a natural inclination toward
channels such as M-banking. Laforet & Li (2005) stated that the delivery
of technology-based services appears to be correlated with high satisfaction.
This has been shown to be especially true where the product is highly impor-
tant to customers (Joseph & Stone, 2003). Similarly, the literature suggested
that consumers prefer a mix of rather than any one single delivery channel
(Howcroft, Hamilton, & Hewer, 2002) and that it is important for providers
to understand and improve each channel within the overall offering rather
than concentrating efforts on improving one delivery channel in isolation
(Patricio, Fisk, & Cunha, 2003).
A New Consumer Relationship Model 511
512
Forces that Might
Affect Balance of Most likely Overall Effect on
Power Increases Power of Businesses Increases Power of Consumers Power:
IT advances Advanced IT allows better understanding of Increased choice, more information, Moderate shift towards the
market needs/wants and allows more ease of comparison consumer end
efficient marketing mix adaptation
Other science and Efficiency and effectiveness of production and Allows demand for more, better and Neutral
engineering distribution customized products
advances
Demographic changes Higher age of average consumer Minor shift towards the
(low birth rates, means more experienced consumers consumer end
increase of average and therefore more difficult to
age etc) control
Economic changes Growing services sector means growth of Higher purchasing power in the hands Neutral
products with intangible nature and more of consumers resulting in greater
subjective perception of value that makes it buyers’ bargaining power.
easier for businesses to affect.
Higher purchasing power in the hands of
consumers results in changing spending
patterns favoring products satisfying “higher
order” needs which again have a less
objective perception of value that make it
easier for businesses to affect.
Higher purchasing power distributes itself also
into the hands of children and teenager
segments who are more vulnerable to
business tactics
Political/Regulatory These become stricter in favor of the Shift towards the consumer
Changes consumers aiming for their health, (degree is questionable as
safety, and financial protection businesses already often
impose self-restrictions which
are stricter than regulatory
ones)
Forces that Might
Affect Balance of Most-likely Overall Effect on
Power Increases Power of Businesses Increases Power of Consumers Power:
Social and Cultural As consumers pay more attention to As consumers become more socially Minor shift towards the business
Changes social-oriented needs they become more aware and multicultural they are end
dependent on items of subjective value less influenced by fashions usually
relating to esteem, prestige, etc., and which controlled by businesses
are more easily controlled by the businesses.
A changing attitude towards businesses
(characterized by less apprehension) favors
the identification of businesses with specific
socio-cultural elements, in the minds of
consumers
Increased Education Higher education boosts consumer Higher education in reality Major shift towards the consumer
and Experience with overconfidence in self’s ability to defend strengthens consumers’ ability to end
Marketing against manipulative marketing defend against manipulative
Techniques communications thus potentially in reality marketing communications
weakening the defences
Adapted from Vrontis, D., & Thrassou, A. (2007).
513
514 A. Thrassou and D. Vrontis
by two primary forces. The first relates to the incessant macro- and microenvi-
ronmental changes which induce strategic marketing to focus on reflex-style
consumer relationships. The second is the consumers’ needs increasing man-
ifestation into intangible wants, of obscure value and affective nature, and
which are naturally more vulnerable to marketing communication strategies.
The combined action of the two forces establishes “branding” as the single
most effective value-adding strategy, primarily, through the construction of
brand personalities and general anthropomorphic brand associations. The
latter includes lifestyles, values, ideas, attitudes, and so forth.
The business-consumer relationship, therefore, as it stems from the lit-
erature review, is fundamentally a co-existing one. On the one hand, the
consumers are becoming more and more empowered regarding their wants
and consequent demands. On the other, businesses appear able to substan-
tially affect the crucial interface between consumers’ “needs” and “wants,”
consequently sculpting consumer demands. The one action is not simply
parallel to the other. The two actions depend on each other. The dawning
business-consumer relationship, therefore, is more than a co-existing one. It
is a symbiotic one.
The implication for business marketing communications is grave. The
new symbiotic relationship shifts marketing communications’ target area from
the consumer’s environment to the consumer’s mind; from the external to
the internal; from the tangible to the intangible. “Reality” is increasingly
shadowed by “perception” with the latter being predominant for a grow-
ing number of product categories. The aforementioned have a profound
effect on marketing communications’ practice: a transference of focus from
“function” (awareness, knowledge, information, etc.) to “perception.” Con-
sequently, “perception management” arises as a primary marketing commu-
nication process, and “branding” as its primary vehicle.
Figure 3 presents a marketing communications perspective in the con-
text of the evolving “symbiotic” business-consumer relationship. The market-
ing communications model components are in fact schematically enclosed by
the business-consumer symbiotic forces, thus depicting both the context, but
also the boundaries of the marketing communication process. These forces
encompass the two entities of “business” and “consumer” in a system of co-
existence and interdependence, prescribing that each will ensure the well-
being of the other in the interests of its own existence. This situation evolves
naturally from 21st century environmental conditions in developed countries
that interweave consumer behavior with corporate strategy. The two act con-
tinuously as equal and opposite forces resulting in a dynamic equilibrium
that achieves the balance and assures the durability of this new symbiosis.
Within this framework, and in accordance with the aforementioned
findings, the various marketing communications components are portrayed.
Firstly, the model notes the three major effects of the symbiotic frame-
work: the “Reversion Effect”—that is, marketing strategy formulated based
515
FIGURE 3 A business-consumer relationship model: The marketing communications application.
516 A. Thrassou and D. Vrontis
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