Relationship Marketing in the FMCG : The Forgotten Consumer

• Main Author: Gilchrist, Philip
• Format: Others
• Language: English
• Published: Linköpings universitet, Företagsekonomi 2015
• Online Access: http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-119539

Many producers in the FMCG experience immense pressure from strong retailers and hard discounters. One solution proposed by academics is through engaging in Relationship Marketing with the end consumer to create a strong pull-effect and loyalty to the brand. In order to understand how producers make use of Relationship Marketing, 5 case studies with Swedish FMCG- producers has been conducted. It has been found that producers merely make any use of Relationship Marketing towards consumers, albeit focus a lot of resources on Relationship Marketing towards the immediate customers. The author examines the feasibility of Relationship Marketing in the FMCG, and concludes that the producers overlook many of the outlined benefits of Relationship Marketing.