Distribution Relationship Management (DRM): A Conceptualization

Frederick Hong Kit Yim

doi:10.1007/978-3-319-11806-2_22

Distribution Relationship Management (DRM): A Conceptualization

Frederick Hong Kit Yim^*

^*Corresponding author for this work

Research output: Chapter in book/report/conference proceeding › Chapter › peer-review

Abstract

In this article, the conceptual domain of distribution relationship management (DRM) is explored. We first address the conceptual issues pertaining to the most recent applications of relationship marketing philosophies, DRM. Drawing from the literature across disciplines including marketing, management, and information systems, and from the extant research on relationship marketing and CRM in particular, we look into the conceptual domain of DRM and delineate its three broad behavioral components: Relationship orientation shaped by core values, Process integration for distributor-focused organization, and Technology applications for knowledge management.

Original language	English
Title of host publication	Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference
Editors	Dheeraj Sharma, Shaheen Borna
Publisher	Springer Cham
Pages	38
Number of pages	1
Edition	1st
ISBN (Electronic)	9783319118062
ISBN (Print)	9783319118055, 9783319365831
DOIs	https://doi.org/10.1007/978-3-319-11806-2_22
Publication status	Published - 11 Nov 2015
Event	2007 Academy of Marketing Science (AMS) Annual Conference - Coral Gables, United States Duration: 23 May 2007 → 26 May 2007 https://link.springer.com/book/10.1007/978-3-319-11806-2 (Conference proceedings)

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Conference

Conference	2007 Academy of Marketing Science (AMS) Annual Conference
Country/Territory	United States
City	Coral Gables
Period	23/05/07 → 26/05/07
Internet address	https://link.springer.com/book/10.1007/978-3-319-11806-2 (Conference proceedings)

User-Defined Keywords

Information System
Knowledge Management
Recent Application
Relationship Orientation
Technology Application

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10.1007/978-3-319-11806-2_22

Cite this

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title = "Distribution Relationship Management (DRM): A Conceptualization",

abstract = "In this article, the conceptual domain of distribution relationship management (DRM) is explored. We first address the conceptual issues pertaining to the most recent applications of relationship marketing philosophies, DRM. Drawing from the literature across disciplines including marketing, management, and information systems, and from the extant research on relationship marketing and CRM in particular, we look into the conceptual domain of DRM and delineate its three broad behavioral components: Relationship orientation shaped by core values, Process integration for distributor-focused organization, and Technology applications for knowledge management.",

keywords = "Information System, Knowledge Management, Recent Application, Relationship Orientation, Technology Application",

author = "Yim, \{Frederick Hong Kit\}",

note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.; 2007 Academy of Marketing Science (AMS) Annual Conference ; Conference date: 23-05-2007 Through 26-05-2007",

year = "2015",

month = nov,

day = "11",

doi = "10.1007/978-3-319-11806-2\_22",

language = "English",

isbn = "9783319118055",

series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",

publisher = "Springer Cham",

pages = "38",

editor = "Dheeraj Sharma and Shaheen Borna",

booktitle = "Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference",

edition = "1st",

url = "https://link.springer.com/book/10.1007/978-3-319-11806-2",

}

Yim, FHK 2015, Distribution Relationship Management (DRM): A Conceptualization. in D Sharma & S Borna (eds), Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference. 1st edn, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Cham, pp. 38, 2007 Academy of Marketing Science (AMS) Annual Conference, Coral Gables, Florida, United States, 23/05/07. https://doi.org/10.1007/978-3-319-11806-2_22

Distribution Relationship Management (DRM): A Conceptualization. / Yim, Frederick Hong Kit.
Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference. ed. / Dheeraj Sharma; Shaheen Borna. 1st. ed. Springer Cham, 2015. p. 38 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in book/report/conference proceeding › Chapter › peer-review

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AB - In this article, the conceptual domain of distribution relationship management (DRM) is explored. We first address the conceptual issues pertaining to the most recent applications of relationship marketing philosophies, DRM. Drawing from the literature across disciplines including marketing, management, and information systems, and from the extant research on relationship marketing and CRM in particular, we look into the conceptual domain of DRM and delineate its three broad behavioral components: Relationship orientation shaped by core values, Process integration for distributor-focused organization, and Technology applications for knowledge management.

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KW - Knowledge Management

KW - Recent Application

KW - Relationship Orientation

KW - Technology Application

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DO - 10.1007/978-3-319-11806-2_22

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SN - 9783319365831

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ER -

Distribution Relationship Management (DRM): A Conceptualization

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