Scholars have advocated that public relations executives need to seek a seat at the table among the most senior officers in the organization, referred to as the dominant coalition. However, this study found that public relations practitioners also need to seek a seat among the division leadership team and executive-level committees to fulfill a valuable internal boundary spanning role, a role that has been neglected in public relations theory. Consistent with social capital theory, the contacts that public relations practitioners developed allowed them to gather intelligence across the company and then they used that information to help their companies make better strategic decisions and avoid costly mistakes. Through in-depth interviews with 30 senior executives from a variety of disciplines, three other services were identified that enhanced public relations’ power and influence: online reputation management, external boundary spanning and advocacy, and stakeholder analysis. Factors that enhanced or hindered public relations practitioners’ ability to perform these services were also identified. Favorable conditions included the use of integrated decision teams, Theory Y management, perceptions of public relations as a strategic business partner, commitment to transparency in communication, internal relationship building, and the integration of public relations’ activities with core business objectives and operations. The study also examined why informal coalitions are formed and found they existed in both companies with strong adherence to hierarchy and those with decentralized management, a finding that contradicts previous theory. / text

Thesis (M.Tech.: Public Relations Management)-Durban University of Technology, 2007. iv, 165 leaves. / This dissertation is a qualitative examination into a debatable view of the interaction between public relations and marketing in which one supports the other leading to an interactional outcome. Public relations is different from marketing in several ways. Their boundaries, however, often overlap, for example, both deal with an organisation’s relationships and employ similar communication tools to reach the public. Both functions have an ultimate purpose which is ensuring an organisation’s success and economic survival. Public relations and marketing, however, approach this task from somewhat different perspectives, or world views. In some instances public relations is seen as a separate entity when compared to marketing. The study investigates the current trends with the main objective of investigating the interaction/synergy between the public relations and marketing departments of seven major companies in the greater Durban area. These companies were interviewed based on their location and willingness to participate in the study. The seven companies researched for the purpose of the study were ABI Coke, Toyota, Sentec, ABSA, Sanlam, Natal Sharks Rugby Union and Lifestyle Communication: Chatsworth Centre.

The emergence of the relationship marketing approach in the marketing field is seen as a paradigm shift from the traditional marketing mix of ‘4 Ps’. As a result, organisations began to look for ways to develop strong and lasting relationships with their customers. This paradigm shift resulted in relationship marketing being researched extensively. Most research on relationship marketing has been done from the perspective of the organisation. The uniqueness of this particular study lies in the fact that research has been done from the perspective of the customer (licensed tavern owners).The aim of this study is to investigate the perceived value of relationship marketing from the perspective of the customer (licensed tavern owners). The study focuses on the relationship between the supplier organisation (Distell Limited) and the customers (licensed tavern owners). The empirical study was quantitative in nature. Data was collected using self-administered questionnaires. The research study focused on a sample of 100 licensed taverns in the Durban Metropolitan Area of KwaZulu-Natal, of which 96 responded. The findings of the study confirmed the importance of relationship marketing activities as applied by the supplier organisation to the licensed tavern owners. Significant importance was placed on relationship marketing strategies: the results rated social bonds as most important, followed by structural bonds and then financial bonds. The most important contribution of the study is in the development of a framework for the management of long-term relationships. This was done through the construction of a model which can be used for the development and the management of long-term relationships in the supplier-customer context. The current study focused on one sector of the liquor industry, namely the licensed tavern business. / Thesis (MBA)-University of KwaZulu-Natal, Durban, 2012.

Thesis (M.Tech.: Public Relations Management)-Durban University of Technology, 2007. iv, 165 leaves. / This dissertation is a qualitative examination into a debatable view of the interaction between public relations and marketing in which one supports the other leading to an interactional outcome. Public relations is different from marketing in several ways. Their boundaries, however, often overlap, for example, both deal with an organisation’s relationships and employ similar communication tools to reach the public. Both functions have an ultimate purpose which is ensuring an organisation’s success and economic survival. Public relations and marketing, however, approach this task from somewhat different perspectives, or world views. In some instances public relations is seen as a separate entity when compared to marketing. The study investigates the current trends with the main objective of investigating the interaction/synergy between the public relations and marketing departments of seven major companies in the greater Durban area. These companies were interviewed based on their location and willingness to participate in the study. The seven companies researched for the purpose of the study were ABI Coke, Toyota, Sentec, ABSA, Sanlam, Natal Sharks Rugby Union and Lifestyle Communication: Chatsworth Centre.

Thesis (MPhil)--Stellenbosch University, 2004. / ENGLISH ABSTRACT: Competition in the long-term insurance industry is intense and is increasing. This market is highly sophisticated and competitive and has developed substantially over the last few years with increasing integration into the world economy. Many companies have come to a crossroad as far as expansion of their market share is concerned. They have to operate in this highly competitive market and are under increasing pressure from legislation. New customers are in a short supply and competition is fierce. These facts are forcing companies to look at alternative ways of increasing their market share, especially through projects that try to maximise the value of existing clients. This paper looks intrinsically at information quality and how it coincides with customer relationship management projects for it to be effective and to give companies a competitive advantage. Through qualitative exploratory methods I was able to get a clear picture of how one of South Africa's biggest insurance companies tries to increase its market share in such a saturated market using information about their customers to gain competitive advantage. I first develop a thorough theoretical background on the terrain of information quality and how it relates to customer information management, which in turn has a great impact and forms the foundation of customer relationship management. Then, I explain how the company sees customer relationship management and how customer information management and information quality playa role in this view. Finally, I look at practical examples of quality information management at work within a framework of customer relationship management. / AFRIKAANSE OPSOMMING: Kompetisie in die langtermyn versekerings-bedryf is intens. Die mark is hoogs gesofistikeerd en kompeterend en het substansieel ontwikkel in die afgelope paar jaar met 'n verhoogde integrasie in die wêreld-mark. Vele maatskappye bevind hulself tans by 'n kruispad- met betrekking tot die uitbreiding van hulle aandeel in die mark. Besigheid moet gedoen word in 'n baie kompeterende mark en dan is daar ook die ewig toenemende druk wat toegepas word met betrekking tot wetlikheid en konformiteit. Dit, tesame met die feit dat kliënte al hoe minder raak, dwing maatskappye om na alternatiewe maniere te kyk om verdienstes op te stoot, en spesifiek deur projekte wat probeer om die waarde van bestaande kliënte te verhoog. Die werkstuk kyk spesifiek na informasie-kwaliteit en hoe dit verband hou met kliënte verhoudingsbestuur projekte om dit effektief te maak. Daar word ook gekyk na hoe dit die maatskappy 'n kompeterende voordeel gee. Deur kwalitatiewe ondersoekende metodes kon ek 'n helder beeld kry van hoe een van Suid Afrika se versekerings-maatskappye probeer om verdienstes te verhoog in so 'n versadigde mark deur gebruik te maak van informasie oor hulle kliente om 'n kompeterende voordeel te verkry. Eerstens ontwikkel ek 'n deeglike teoretiese agtergrond oor die gebied van informasie kwaliteit, en hoe dit verband hou met kliënte informasie-bestuur, wat op sy beurt weer 'n groot impak het en die grondslag vorm van kliënte verhoudingsbestuur. Tweedens verduidelik ek hoe die maatskappy kliënte verhoudingsbestuur sien en hoe kliënte informasie bestuur en informasie-kwaliteit 'n rol speel in die siening. Laastens kyk ek na praktiese voorbeelde van kwaliteit informasie-bestuur en die impak wat dit het op kliënte verhoudingsbestuur.

A customer relationship management programme is a management tool that enables organisations to identify, satisfy and retain customers profitably by leveraging information technology. In addition to this the programme also links all the functional business units of the organisation together to operate as a single cohesive unit. This paper investigates whether or not SAB Miller should utilise a customer relationship management programme to provide off-trade retailers with world-class customer service. An important reason for this investigation is that the local beer market has experienced declining growth over the past few years. Furthermore SAB Miller which has had a monopoly in the South African beer market now faces increased competition in the premium segment of the beer market, which is experiencing growth and has good margins. In order to determine whether or not SAB Miller should institute a customer relationship management programme, a theoretical and empirical investigation was undertaken. The theoretical investigation provided a background to what components make up a customer relationship management programme and how these components are used to develop a customer relationship management strategic framework. Due to customer relationship management programmes not operating in isolation, the various key functions that support a customer relationship management programme were also introduced. Both the advantages and disadvantages of using such a programme were also introduced. The information technology aspects of the customer relationship management programme were also investigated. In terms of the empirical study it was determined that SAB Miller is not currently using a customer relationship management programme. The company, however, does make use of a tailored service package to segment their customers, to determine call frequencies by representatives, the financial needs of customers and what level of service to provide to customers. However, after conducting personal interviews with a sample of off-trade retailers in the Nelson Mandela Metropolitan Municipality, it was determined that SAB Miller and Namibian Breweries Ltd (Brandhouse) provided very similar levels of service in terms of key functions supported by a customer relationship management programme. Therefore, by introducing a customer relationship management programme, SAB Miller could enhance their service levels and profitability to off-trade retailers in the Nelson Mandela Metropolitan Municipality.

The business environment and the economy of the society today are continuously witnessing the impact of globalisation. Telecommunication advancement and transportation has greatly made the impact of globalisation to be felt. Globalisation though argued to have its merits and its demerits have resulted in fierce competition amongst businesses. The banking industry is not isolated from these competitions. Any business wishing to survive and stay profitable in the recent world must be able to compete in the global economy. Hence, for any bank to sustain itself and remain profitable it must be able to withstand the competition in the environment it operates. To be able to compete in the banking industry means delivering better services to customers than competitors. This study presents how the South African banks can satisfy their customers and remain profitable in the face of competition. The South African banking industry consists of local and foreign banks and these banks compete for customers in the environment in which they are located. Increase in different branches by different banks has made the competition even fierce. In other to suggest recommendations for the South African banks to satisfy their customers and become profitable, the researcher identified some problem areas that need to be improved upon. These include customer loyalty, relationship banking and electronic banking. These variables were researched to understand how they affect the banks and the customers and where tested using both a qualitative and a quantitative analysis to ascertain if the customers were satisfied with the banks‟ approach of managing these variables. The results indicated that the customers were satisfied to a lesser extent. Any bank wishing to satisfy its customers and remain profitable in other to compete in the industry needs to satisfy the customer to a large extent. Therefore, recommendations where suggested based on the empirical results to help improve the banking industry‟s ways of attracting and retaining customers. The former will lead to customer satisfaction which again will lead to increased profitability.

Thesis (M. Tech. (Business Administration )) - Central University of Technology, Free State, / Traditionally, commercial banking in South Africa has been dominated by the big four namely Amalgamated Banks of South Africa (ABSA), First National Bank (FNB), Nedbank, and Standard Bank. Although still dominated by the big four, other smaller banks such as Capitec and African Bank have made inroads into retail banking. This situation arose due to liberalization of the financial services sector since democratisation in South Africa in 1994 which has paved the way for proliferation of the banking industry. This has in turn led to intense competition among banks for customers. Banks in South Africa therefore have the uphill task of retaining their existing customers whilst acquiring newer ones. As a result, South African banks are being compelled to become more customer focused/ oriented. Meanwhile, a key component of most initiatives to become more customer-oriented is the successful implementation of customer relationship management (CRM). A compelling view of CRM is that organisations generate a great deal of data about customers that they can use to build customer profiles in order to serve them better. South African banks therefore need to adopt and implement innovative CRM strategies to maintain a competitive edge in the marketplace. Most banks have a section that only deals with business clients. This is referred to in banking parlance as Business Banking. One of the critical elements of Business Banking is the high level of relationship banking – a service designed to meet the financial needs of clients through the development of a long-term relationship. This type of service delivery is unique and expensive compared to the traditional retail bank delivery system. As a result, the bank must be in position to monitor the profitability of each relationship to ensure that the right clients are serviced in the right way and are meeting the required value proposition. Therefore, if the South African banks in general need to adopt and implement effective CRM strategies, then the need is even greater for the Business Banking section in order to survive in the marketplace. Absa Business bank went through an operating model change in 2011 which necessitated some structural changes including changes in its CRM practices. Mindful of the value of retaining existing customers and attracting new ones, Absa would want to know whether its current CRM practices are effective in ensuring that customers become more loyal to Absa business bank. In general terms, this study investigated the concept of CRM and its influence on customer loyalty and retention. Specifically, the study investigated Absa Business Bank’s CRM practices in relation to customer loyalty and retention using primary data from employees, management, and customers from the Eastern Cape Region in South Africa. The results of the study are very revealing. Among others, the study shows that bank staff commitment to offering excellent service; building trust with customers; communicating with customers in a timely manner; and proactive conflict handling are important for bank image, customer word-of-mouth behaviour towards the bank and these ultimately influence bank customer retention and loyalty. On the basis of evidence from the study it is safe to conclude that customer loyalty can be attributed to CRM and more specifically those aimed at building trust, demonstrating commitment to service, communicating with customers in a timely, reliable and proactive fashion, and handling conflict efficiently. This report contains the major findings of the study alongside recommendations for practice and further research.

Submitted in fulfillment of the requirements for the Masters Degree In Management Sciences Business Administration, Department of Entrepreneurial Studies and Management, Durban University of Technology, Durban, South Africa, 2016. / The retail industry is arguably one the most prosperous sectors in the global economy. Retail’s importance lies in the fact that it serves as an intermediary between producers and consumers. Given its significance in the everyday lives of people in communities and its role in national economies, the industry operates under extensive competition driven by growth in Information Technology which has dramatically changed the consumption patterns and buying behavior of consumers today. The changes are greatly influenced by different economic factors that impose change in the industry and impact on the bottom line of businesses. Thus, retailers are constantly realigning their businesses in ways that ensure that old customers are kept and new ones are sourced. It is from the foregoing that this study sets out to investigate the influence of transformation on the financial performance of the operational level of retail businesses: A case study. Using a quantitative research method, the study focused on 101 middle level branch managers of The South African Post Office obtained through the simple random technique. The questionnaires were administered to the branch managers and the data obtained was analysed using SPSS software. Findings from the study revealed that the overall business transformation has a positive impact on the financial performance of businesses. The results further revealed that continuous communication with regards to transformation inspires confidence among employees, thereby leading to productivity and the achievement of organisational goals and objectives. Findings also suggest that productive employees contribute positively to the financial performance of the business. The study recommends that retail businesses should consider overall business transformation in terms of structural design change, Information Technology, products and services and employee motivation to keep business relevant in the ever-changing global economy. / M

Thesis (MBA)--Stellenbosch University, 2000. / ENGLISH ABSTRACT:The financial services industry in South Africa, and indeed internationally, is facing enormous challenges in terms of defining and implementing effective business models to compete in the new economy. Dated paradigms, such as market share being the main driver of profitability and product-push sales models, are increasingly being challenged by a shifting balance of power towards the consumer. The consumer's purchasing power is being strengthened by the increasing commoditisation of financial products and the proliferation of channels through which products can be purchased. Competitive differentiation purely on the basis of price, product, place and promotion is thus becoming more difficult. Financial services companies have to reinvent their business models to account for the fast changing consumer landscape. The ownership and management of customer relationships and the lifetime value of customers are key factors influencing the revision of business strategies. This study serves as a case study of the strategies that Old Mutual has put in place and is now implementing to rise to the challenges of the new market. The requirement for market segmentation and value chain re-engineering is investigated in detail. These strategies are critically evaluated against the modern thinking of international business strategists. The specific subordinate focus points for the study comprise the following: i. Industry and competitive conditions ii. Key success factors for organisational transformation and customercentricity iii. Market segmentation and value chain re-engineering iv. Customer relationship management (CRM) and the role of technology v. Product and channel dynamics vi. Organisational implications for Old Mutual It becomes evident from the case study that financial institutions such as Old Mutual must continue and even accelerate their transformation from product-centric to customer-centric enterprises. This transformation will enable them to address effectively the issues they face today: decreasing customer satisfaction, increased competition, and multiplying customer management costs. A valid approach to initiating customer-centricity is through the segmentation of the market - identifying customer segments that are distinct in terms of demographics, attitudes and behaviours. New value propositions can then be developed that fit the needs and wants of the segments. These propositions should encompass the total value delivery chain - brand, product, channel and service in such a manner that it makes economic sense. Companies need to assess existing propositions and marketing initiatives in the light of the segmentation exercise to determine whether there any opportunities to fill gaps, create new businesses or to terminate value destruction. The development of segment specific propositions must be underpinned by business processes and complimentary structures, controls and systems. This requires a fundamental alignment of the organisation to deliver customer focused value propositions. Entrenched interests in existing structures and an inward focus as opposed to an outward (market) focus are major obstacles in this alignment process. Intervention and leadership is required to affect the necessary transformation. Alignment is needed throughout the organisation for this type of transformation to succeed. Old Mutual is acutely aware of these obstacles and has committed to the new strategy at executive level. Many institutions are tempted to spend time and effort building CRM capabilities in the belief that these alone will deliver success. However, without a clear, compelling value proposition, the power of marketing is limited. Instead institutions must develop value propositions that give them an edge over product focused rivals. They can then use CRM tools to extract maximum value from their competitive advantage. An emphasis on relationships can indeed become part of their strategy, but first they must make sure that enough customers value the proposition sufficiently to make it profitable, and that they can deliver on that promise. Technology investments alone will therefore not allow a company to transform to a customer-centric enterprise. These investments must be coupled with commensurate investments in organizational restructuring, process improvements and definition of enterprise-wide metrics for establishing the present and potential value of each customer. It is for these reasons that Old Mutual is implementing CRM incrementally. With the development of a segmented approach to the market and the advance of technology, new and superfluous distribution channels are equally likely to appear. Institutions such as Old Mutual will have to manage the conflicts that arise with care. There is great risk in alienating or cannibalising existing channels prematurely. The issue is to decide when and how to creatively destroy a distribution model that is no longer appropriate. The alignment of channels and service to the market is as important, if not more so, than products in delivering the brand promise. It is critical that there is total alignment of brand, marketing, product, channel and service. Consumers are really purchasing branded solutions, not products. Old Mutual has superior brand recognition, but needs to focus the brand in particular segments and ensure delivery of the brand promise through every customer interaction. In the final analysis Old Mutual, like its peers, has recognised the imperative for total value chain re-engineering and organisational re-alignment along market segments where the brand has appeal. These institutional transformations will remain work-in-progress for some time and constant adaptability to market forces will become the modus operandi. / AFRIKAANSE OPSOMMING: Die finansiële dienste bedryf in Suid-Afrika en inderdaad, wereldwyd, staar groot uitdagings in die gesig in terme van die definisie en implementering van effektiewe besigheidsmodelle om in die nuwe ekonomie te kompeteer. Uitgedateerde paradigmas soos markaandeel as aanduider van winsgewindheid en produkgerigte verkoopsmodelle word al hoe meer bevraagteken deurdat verbruikers al hoe meer die hef in die hand het. Verbruikers se koopkrag word versterk deurdat finansiële produkte toenemend kommoditeite word en deur die toevloei van kanale waardeur die produkte gekoop kan word. Dit word spoedig moeiliker om op grond van prys, produk, plek en promosie te kompeteer. Finansiële dienste firmas moet hul besigheidsmodelle hersien om tred te hou met die snel veranderende verbruikersmark. Die besit en bestuur van kliënteverhoudings en die leeftydwaarde van kliënte is kernfaktore in die herformulering van sakestrategië. Hierdie gevallestudie ondersoek die strategië wat Ou Mutual in plek gesit het en tans implementeer ten einde die nuwe markuitdagings die hoof te bied. Die vereistes vir marksegmentasie en die hernuwing van die waardeketting word in diepte ondersoek. Hierdie strategië word krities ge-evalueer teenoor hedendaagse internationale sakestrateë. Die spesifieke fokuspunte van die gevallestudie behels die volgende: i. Bedryfs- en kompeterende toestande ii. Sleutelfaktore vir die sukses van organisasie-transformasie en kliëntgerigtheid iii. Marksegmentasie en waardekettinghernuwing iv. Kliënte-verhoudingsbestuur (CRM) en die rol van tegnologie v. Produk- en kanaaldinamika vi. Organisatoriese implikasies vir Ou Mutual Die gevallestudie dui aan dat finansiële instansies soos Ou Mutual moet voortgaan en selfs versnel met hul transformasie van produkgesentreerdheid tot kliëntgesentreerdheid. Hierdie transformasie sal hulle in staat stelom effektief aandag te verleen aan die hedendaagse uitdagings van afnemende kliënttevredenheid, toenemde kompetisie en snelgroeiende kliënte-bestuurskostes. 'n Geldige benadering tot die aanvang van kliëntgerigtheid is om die mark te segmenteer op grond van demografie en die benadering en optrede van kliënte. Nuwe waardeproposisies wat die behoeftes van die mark aanspreek kan op grond hiervan ontwikkel word. Hierdie proposisies behoort die hele waardeketting aan te spreek - bemarking/handelsmerk, produk, kanaal en diens op so 'n manier dat dit ekonomies sin maak. Firmas is genoop om bestaande proposisies en bemarkingsinitiatiewe te evalueer in die lig van segmentasie ten einde uit te vind of daar geleenthede is om leemtes te vul, nuwe besighede te skep of waardevernietiging te staak. Die ontwikkeling van segmentgerigte proposisies moet ondersteun word deur besigheidsprosesse en aanvullende strukture, beheer en stelsels. Dit vereis 'n fundamentele belyning van die organisasie ten einde kliëntgerigte proposisies te lewer. Gevestigde belange in bestaande strukture en 'n interne fokus in plaas van 'n markgerigte fokus, is groot struikelblokke vir die proses van belyning. Intervensie en leierskap is nodig om die nodige transformasie te bewerkstellig. Die hele organisasie moet belyn wees ten einde hierdie tipe transformasie te laat slaag. Ou Mutual is deeglik bewus van hierdie struikelblokke en is op uitvoerende bestuursvlak verbind tot die proses. Vele instansies staar die versoeking in die gesig om tyd en moeite spandeer ten einde kliënteverhoudingbestuurs-vermoëns (CRM) te ontwikkel met die vertroue dat dit genoegsaam is vir sukses. Sonder 'n duidelike en aangrypende waardeproposisie is die krag van bemarking egter beperk, ondanks al die voorafgenoemde ontwikkelings. Daarom moet instansies fokus op proposisies wat hulle sal bevoordeel relatief tot die kompetisie. Dan alleen kan kliënteverhoudingsbestuur (CRM) benut word om maksimum waarde uit die kompeterende voordeel te trek. 'n Fokus as verhoudingsbestuur kan inderdaad deel word van die strategie sodra daar genoeg winsgewende kliënte bestaan wat die proposisie aantreklik vind en hul verseker is dat hulle die belofte van die proposisie kan vervul. Investering in tegnologie alleenlik is dus nie genoeg om 'n firma te transformeer tot 'n kliëntgerigte organisasie nie. Sulke beleggings moet gekoppel wees aan soortgelyke beleggings in organisasievernuwing en prosesverbeterings en die definiëering van maatstawe vir die bepaling van huidige en potensiële kliëntwaarde. Dit is daarom dat Ou Mutual kliënteverhoudingsbestuur inkrementeel implimenteer. Met die ontwikkeling van 'n gesegmenteerde benadering tot die mark en die voortuitgang van tegnologie, is dit waarskynlik dat verskeie distribusiekanale oorbodig sal word. Instansies soos Ou Mutual sal die konflik wat ontstaan met sorg moet hanteer. Die risiko is groot om bestaande kanale te vroeg te vervreem of te kannibaliseer. Die uitdaging is om te besluit wanneer en hoe om oorbodige distribusiekanale kreatief te vernietig. Om verkoopskanale en diens markgerig te kry is net so belangrik, indien nie meer belangrik nie, as om produkte te ontwikkel wat die handelsmerk uitdra. Dit is krities dat daar deeglike belyning is van die handelsmerk en bemarking, produkte, kanale en diens. Kliënte koop handelsmerk-oplossings en nie produkte van handelsmerke nie. Ou Mutual het 'n uitstekende handelsmerk, maar moet dit fokus op spesifieke segmente en moet verseker dat die handelsmerk se belofte gestand gedoen word met elke interaksie met die kliënt. Op die keper beskou, erken Ou Mutual, soos sy eweknieë, die imperatief om die waardeketting en die organisasie te hernu ooreenkomstig die marksegmente waarin die handelsmerk hom beroep. Hierdie transformasies sal lank duur en die vermoë om aan te pas by markkragte sal die modus operandi word.