Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship
J. Davis Illingworth
(Group vice president and general manager of Lexus and an officer of Toyota Motor Sales, U.S.A., Inc.)
628
Abstract
Uses a company study focusing on Lexus, a Toyota dealership, to examine the importance of person‐to‐person relationships in sales. Describes various features of the service strategy used by Lexus dealers. Concludes with figures demonstrating the success of the Lexus philosophy.
Keywords
Citation
Davis Illingworth, J. (1991), "Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship", Journal of Services Marketing, Vol. 5 No. 4, pp. 49-52. https://doi.org/10.1108/08876049110035657
Publisher
:MCB UP Ltd
Copyright © 1991, MCB UP Limited