Relational marketing appeared as an attempt to overcome the constraints of transactional marketing, aiming to develop and preserve long term relations with clients by satisfying their needs and increasing value. In practice, however, there is no accurate understanding of the way the Relational Marketing has been applied in Latin American mass consumer markets and in particular, Peru. In response, a multiple case study was conducted, compiling and analyzing data from three companies in Lima, Peru, to determine the applications of these marketing paradigms. The most significant findings reveal that in applicative fields the transactional and relational paradigms are applied simultaneously, thus denying any potential evolution from the former to the latter.

In this research, the case method is applied to analyze the implementation of a Customer Relations-hip Management model in an industrial company. To this end, the Peppers and Rogers’s proposal wasused and integrated with the characteristics of the specific type of demand used in the industrial sector.A diagnosis was developed in order to evaluate the potential of the company to implement the model,and a matrix of customer classifications was developed. Finally, a survey was implemented for identifyingcustomer segmentation variables and contact points, thereby defining value groups for the company.

This work describes the trajectory of a company in the IT sector, which as small parts and accessories provider becomes one of the 150 largest companies in Peru. While explains the growth strategies applied by this company, over more than fifteen years of operation, also exposes the evolution that has followed the businesses linked to information technologies in Peru. Far from presenting facts concluded, the case reaches the present and invites the reader to suggest approaches to face recent trends.

The purpose of this article is to perform a literature review on Relational Marketing, to prepare a content analysis of it for classification and to provide to Marketing academics and practitioners with a bibliography by subjects. A search on Relation-al Marketing articles was performed in 55 specialized journals. Each article was taken as a unit of analysis. The classification of the units in excluding categories was prepared by two independent researchers to confirm the validity of the classification. The analysis of content considered five excluding categories: objectives, constructs, instruments, industrial applications and subjects for the years 2007 and 2008. The study, at the same time, classifies the articles according the criteria of region, region and studied industry for these years. The classification for industries implied reordering all the authors of the reviewed texts acc...

Company dedicated to the import and marketing of veterinary products, owes most of its growth to the exclusive representation of the Tasmil brand, a world leader in animal health products. While the products might be geared at the poultry, cattle, pig, and pet sectors, currently 80% of the company’s sales are concentrated in the poultry market, which is the most organized livestock market in Peru, with the highest growth potential. The company wishes to continue growing, but it has already reached the limit in its traditional product line. Moreover, it faces liquidity restrictions due to the decreased turnover of some product lines aimed at the livestock sector. Finally, there is always the risk of loosing the Tasmil representation, or even worse, that Tasmil is attracted by the poultry market and decides to operate directly in the country

The relational marketing paradigm, as well as its predecessors, has been rapidly added to marketing management’s lexicon and tool kit. In conjunction with this concept, theoreticians have devised techniques that are essential to make it operative. Paramount among them is the development of the client management process and within it, the use and application of the Customer Lifetime Value concept which is the relational approach’s corner stone, and the present value of future growth is generated by clients In working with clients, this is essential to determine the strategy that will allow the company to reach and/or preserve its competitive advantage. Evidence so far suggests that although companies are prone to adopt the relational marketing paradigm, they still enforce transactional marketing concepts. This may be the consequence of the emerging use of that concept and the Customer...

The purpose of this article is to perform a literature review on Relational Marketing, to prepare a content analysis of it for classification and to provide to Marketing academics and practitioners with a bibliography by subjects. A search on Relational Marketing articles was performed in 55 specialized journals. Each article was taken as a unit of analysis. The classification of the units in excluding categories was prepared by two independent researchers to confirm the validity of the classification. The analysis of content considered five excluding categories: objectives, constructs, instruments, industrial applications and subjects for the years 2007 and 2008. The study, at the same time, classifies the articles according the criteria of region, region and studied industry for these years. The classification for industries implied reordering all the authors of the reviewed texts acco...

Company dedicated to the import and marketing of veterinary products, owes most of its growth to the exclusive representation of the Tasmil brand, a world leader in animal health products. While the products might be geared at the poultry, cattle, pig, and pet sectors, currently 80% of the company’s sales are concentrated in the poultry market, which is the most organized livestock market in Peru, with the highest growth potential. The company wishes to continue growing, but it has already reached the limit in its traditional product line. Moreover, it faces liquidity restrictions due to the decreased turnover of some product lines aimed at the livestock sector. Finally, there is always the risk of loosing the Tasmil representation, or even worse, that Tasmil is attracted by the poultry market and decides to operate directly in the country.

Describe la trayectoria de una empresa del sector de informática que de pequeña proveedora de partes y piezas llega a convertirse en una de las 150 empresas más grandes del Perú. A la vez que explica las estrategias de crecimiento aplicadas por esta empresa, a lo largo de más de quince años de operación, expone también la evolución que han seguido los negocios vinculados a las tecnologías de información en el Perú. Lejos de presentar hechos concluidos, el caso llega hasta la actualidad e invita al lector a sugerir planteamientos para enfrentar las tendencias recientes

It seems undoubted that human capital is currently the key idea of companies. But the evolution of knowledge, technology, training and collaboration between companies constitute a generation of value within the company and with great potential for consumers / clients. This generation of value extends to competitiveness in companies and diverse cultural contexts. Training is a key element in the entire structure of organizations and the connection with other companies sharing training will form networks which generate value for other companies as a whole to compete better and achieve higher levels of productivity in local and international markets, linking human capital and generation of value between companies through training. The interaction between human capital and training is addressed by means of training through learning and as a result as a benchmark of productivity and competiti...