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Essay / Research Paper Abstract
Customer relationships are built up over time. The writer this process by examining a model of customer relationship development which outlines five different stages. The five stages are discussed, identifying the relevant influences and characteristics which can be observed during the various stages. Three sources are cited in the bibliography of this four page paper.
Page Count:
4 pages (~225 words per page)
File: TS14_TECRstage.doc
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Unformatted sample text from the term paper:
those customers, as a relationship with create loyalty as well as help company understand their customers. A number of different models been developed to describe the way in which a
customer relationship develops, where there are different stages of divergent characteristics. By understanding the stages the company may be better placed to influence the way in which relationship develops. A
simple five stage model identifies five different stages; the pre-relationship stage, the early stage, the development stage, the long-term stage and the final stage (Peppers and Rogers, 2011). These stages
may be spread out over time, anything from a number of weeks or months to many years. However, the stage characteristics will remain the same. The first stage is that
of the pre-relationship stage. This is where the potential customer is simply a prospect, with this relationship statement about by an event which triggers an interest on the part of
the potential customer for a supplier. This may be spot a number of events, including but not limited to, dissatisfaction with existing suppliers, interest aroused by an advertisement more direct
contact for a sales representatives. The pre-relationship stage may be very short, but in some cases a customer may remain at this stage for months. The second stage is
the early stage, is where some purchasing is taking place in the experience of the relationship is being created for both the buyer and seller. At this stage it is
likely that there will be a low level of commitment by the buyer to the seller, however exceptions exist where there are very large contracts. During the early stages the
level of trust between the buyer and seller will be relatively low, and then experiences will have a great potential to impact on the perceptions. A problem for supply this
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