Historically, marketing
has focused on market share and customer attainment rather than
focusing on retaining existing customers and on building long-lasting
relationships with them. More recently, however, market share has been
progressively losing its revered as the pinnacle of marketing and the
wisdom of focusing
solely on customer acquisition (hoping that this effort will compensate
for high levels of defection) is now being seriously questioned and
considered as very high risk since ever more players enter an
increasingly crowded marketplace. In response to these changes there
has been a new emphasis on defensive marketing, which focuses on
holding on to existing customers and getting more custom from them
(higher “share of customer”), in contrast to
activities which focus on winning new customers. Calls for a paradigm
shift to the pursuit of loyalty as a strategic business goal have
become increasingly popular over the recent years.
29,000 words –
85 pages in length
Good in depth analysis
Excellent use of marketing models
Oustanding
piece of work
Ideal
for marketing students
Chapter 1:
Introduction
Introduction
Aims and Objectives
Scope
Rationale
Methodology
Conclusions & Recommendations
Chapter
2: Literature Review
The
Concept of Loyalty
Customer Loyalty Programmes
Loyalty as Strategy
Rhetoric Vs. Reality
Chapter
3: Methodology
Research
Methodology
Summary of Results
Chapter
4: Analysis
Results
Discussion of Results
Origin and Motives
Tesco’s definition of Loyalty
Success Factors
Strategic implications of the Clubcard
Competitive Pressures
Chapter
5: Conclusions and Recommendations
Conclusions
Limitations
Recommendations
Challenges for Tesco
References
Appendices
1. Select reference number market0027 from the dropdown list
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