Journal of Business Ethics

, Volume 75, Issue 2, pp 115–135

The Application of Stakeholder Theory to Relationship Marketing Strategy Development in a Non-profit Organization


DOI: 10.1007/s10551-006-9258-3

Cite this article as:
Knox, S. & Gruar, C. J Bus Ethics (2007) 75: 115. doi:10.1007/s10551-006-9258-3


Non-profit (NP) organizations present complex challenges in managing stakeholder relationships, particularly during times of environmental change. This places a premium on knowing which stakeholders really matter if an effective relationship marketing strategy is to be developed. This article presents the successful application of a model, which combines Mitchell’s theory of stakeholder saliency and Coviello’s framework of contemporary marketing practices in a leading NP organization in the U.K. A cooperative enquiry approach is used to explore stakeholder relationships, dominant marketing practices, and to surface differing perceptions about the organization’s marketing strategy. Resolving these differences sets the scene for developing choices in marketing strategy for the future.


empirical study non-profit organization relationship marketing strategy development stakeholder saliency 

Copyright information

© Springer Science+Business Media B.V. 2006

Authors and Affiliations

  1. 1.Centre for Advanced Research in MarketingCranfield School of ManagementCranfield, BedfordU.K.

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