Skip to main content

E-Mail-Marketing

  • Chapter
  • First Online:
  • 19k Accesses

Zusammenfassung

Die Erfolgsfaktoren erfolgreicher E-Mail-Marketingkampagnen sind Gegenstand zahlreicher wissenschaftlicher als auch praktischer Veröffentlichungen. Im folgenden Kapitel werden zentrale Ergebnisse strukturiert dargestellt und diskutiert. Dieses Kapitel erarbeitet grundsätzliche Erfolgszusammenhänge auf Basis wissenschaftlicher Studien und gibt Handlungsempfehlungen für das E-Mail-Marketing.

This is a preview of subscription content, log in via an institution.

Buying options

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   54.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

Literatur

  • Ansari, A./Mela, C. F. (2003): E-Customization, in: Journal of Marketing Research, Jg. 40, Nr. 2, S. 131–145.

    Article  Google Scholar 

  • Ansari, A./Mela, C. F./Neslin, S. A. (2008): Customer Channel Migration, in: Journal of Marketing Research, Jg. 45 Nr. 1, S. 60–76.

    Article  Google Scholar 

  • Baek, T. H./Morimoto, M. (2012): Stay Away from Me: Examining the Determinants of Consumer Avoidance of Personalized Advertising, in: Journal of Advertising, Jg. 41, Nr. 1, 59–76.

    Article  Google Scholar 

  • Blattberg, R. C./Kim, B.-D./Neslin, S. A. (2008): Database Marketing: Analyzing and Managing Customers. New York: Springer.

    Book  Google Scholar 

  • Bonfrer, A./Drèze, X. (2008): Real-Time Evaluation of E-Mail Campaign Performance, in: Marketing Science, Jg. 28, Nr. 2, S. 251–263.

    Article  Google Scholar 

  • Charlesworth, A. (2009): Internet Marketing. Oxford u. a.

    Google Scholar 

  • Gesenhues, A. (2014): http://marketingland.com/study-70-brands-personalizing-emailsmissing-higher-transaction-rates-revenue-73241. Zugegriffen: 21. April 2016.

  • Godin, S. (1999): Permission Marketing: Turning Strangers into Friends, and Friends into Customers. New York: Simon & Schuster.

    Google Scholar 

  • Hathaway, S. (2015): https://www.emailonacid.com/blog/article/email-marketing/making-the-case-for-predictive-dynamic-content. Zugegriffen: 22. Feb. 2018.

  • Homans, G. C. (1961): Social Behavior: Its Elementary Forms. New York: Harcourt, Brace and World.

    Google Scholar 

  • IBM (2016): 2016 Email Marketing Metrics Benchmark Study. IBM Marketing Cloud.

    Google Scholar 

  • Inxmail (2017): https://www.inxmail.de/wissen/studien-und-whitepaper/benchmark. Zugegriffen: 22. Feb. 2018.

  • Jenkins, S. (2009): The Truth about Email Marketing, New Jersey: Pearson Education.

    Google Scholar 

  • Jolley, W./Lee, A./Mizerski, R./Sadeque S. (2013): Permission Email Messages Significantly Increase Gambler Retention, in: Journal of Business Research, Jg. 66, Nr. 9, S. 1617–1622.

    Article  Google Scholar 

  • Kamakura, A. W./Wedel, M./de Rosa, F./Mazzon, J. A. (2003): Cross-Selling through Database Marketing: A Mixed Data Factor Analyzer for Data Augmentation and Prediction, in: International Journal of Marketing Research, Jg. 20, Nr. 1, S. 45–65.

    Article  Google Scholar 

  • Knott A./Hayes, A./Neslin, S. A. (2002): Next-Product-to-Buy Models for Cross-Selling Applications, in: Journal of Interactive Marketing, Jg. 16, Nr. 3, S. 59–75.

    Article  Google Scholar 

  • Krafft, M./Arden, C. M./Verhoef, P. C. (2017): Permission Marketing and Privacy Concerns – Why Do Customers (Not) Grant Permissions?, in: Journal of Interactive Marketing, Jg. 39, S. 39–54.

    Google Scholar 

  • Krishnamurthy, S. (2001): A Comprehensive Analysis of Permission Marketing, in: Journal of Computer Mediated Communication, Jg. 6, Nr. 2.

    Article  Google Scholar 

  • Kulka, R. (2017): E-Mail-Marketing Benchmark 2017. Berlin: Optivo GmbH.

    Google Scholar 

  • Kumar, V./Zhang, X./Luo, A. (2014): Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context, in: Journal of Marketing Research, Jg. 51, Nr. 4, S. 403–419.

    Article  Google Scholar 

  • Lammenett, E. (2012): Praxiswissen Online-Marketing: Affiliate- und E-Mail-Marketing, Suchmaschinenmarketing, Online-Werbung, Social Media, Online-PR. Wiesbaden: Springer Gabler.

    Book  Google Scholar 

  • Lewis, M./Whitler, K. A./Hoegg, J. (2013): Customer Relationship Stage and the Use of Picture-Dominant Versus Text-Dominant Advertising: A Field Study, in: Journal of Retailing, Jg. 89, Nr. 3, S. 263–280.

    Article  Google Scholar 

  • Mailchimp (2017): https://mailchimp.com/resources/research/effects-of-list-segmentation-on-email-marketing-stats/. Zugegriffen: 22. Feb. 2018.

  • Micheaux, A. L. (2011): Managing E-Mail Advertising Frequency from the Consumer Perspective, in: Journal of Advertising, Jg. 40, Nr. 4, S. 45–66.

    Article  Google Scholar 

  • Milne, G. R./Gordon, M. E. (1993): Direct Mail Privacy–Efficiency Trade-offs within an Implied Social Contract Framework, in: Journal of Public Policy & Marketing, Jg. 12, Nr. 2, S. 206–15.

    Google Scholar 

  • Morimoto, M./Chang, S. (2006): Consumers‘ Attitudes Toward Unsolicited Commercial E-Mail and Postal Direct Mail Marketing Methods: Intrusiveness, Perceived Loss of Control, and Irritation, in: Journal of Interactive Advertising, Jg. 7, Nr. 1, S. 8–20.

    Article  Google Scholar 

  • Pan, Y./Zinkhan, G. M. (2006): Exploring the Impact of Online Privacy Disclosures on Consumer Trust, in: Journal of Retailing, Jg. 82, Nr. 4, S. 331–338.

    Article  Google Scholar 

  • Phelps, J./Nowak, G./Ferrell, E. (2000): Privacy Concerns and Consumer Willingness to Provide Personal Information, in: Journal of Public Policy & Marketing, Jg. 19, Nr. 1, S. 27–41.

    Google Scholar 

  • Porter, S. R./Whitcomb, M. E. (2003): The Impact of Contact Type on Web Survey Response Rates, in: Public Opinion Quarterly, Jg. 67, S. 579–588.

    Google Scholar 

  • Postma, O. J./Brokke, M. (2002): Personalisation in Practice: The Proven Effects of Personalisation, in: Journal of Database Management, Jg. 9, Nr. 2, S. 137–142.

    Article  Google Scholar 

  • Pöyry, E./Parvinen, P./McFarland, R. G. (2017): Generating Leads With Sequential Persuasion: Should Sales Influence Tactics Be Consistent Or Complementary?, in: Journal of Personal Selling & Sales Management, Jg. 37, Nr. 2, S. 89–99.

    Google Scholar 

  • Roberts, S./Feit, M./Bly, R. W. (2000): Internet Direct Mail: The Complete Guide to Successful E-Mail Marketing. Chicago: NTC Business Book.

    Google Scholar 

  • Sahni, N. S./Wheeler, S. C./Chintagunta, P. K. (2016): Personalization in Email Marketing: The Role of Non-Informative Advertising Content, in: Stanford University Graduate School of Business Research Paper Nr. 16-14. Verfügbar unter: https://ssrn.com/abstract=2725251.

  • Smith, T. M./Gopalakrishna, S./Chatterjee, R. (2006): A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface, in: Journal of Marketing Research, Jg. 43, Nr. 4, S. 564–579.

    Article  Google Scholar 

  • Smith, T. M./Gopalakrishna, S./Smith, P. M. (2004): The Complementary Effect of Trade Shows on Personal Selling, in: International Journal of Research in Marketing, Jg. 21, Nr. 1, S. 61–76.

    Article  Google Scholar 

  • Son, J. Y./Kim, S. S. (2008): Internet Users‘ Information Privacy-protective Responses: A Taxonomy and a Nomological Model, in: MIS Quarterly, Jg. 32, Nr. 3, S. 503–529.

    Google Scholar 

  • Tacikowski, P./Nowicka, A. (2010): Allocation of Attention to Self-Name and Self-Face: An ERP Study, in: Biological Psychology, Jg. 84, Nr. 2, S. 318–324.

    Article  Google Scholar 

  • Tezinde, T./Smith, B./Murphy, J. (2002): Getting Permission: Exploring Factors Affecting Permission Marketing, in: Journal of Interactive Marketing, Jg. 16, Nr. 4, S. 28–36.

    Article  Google Scholar 

  • Tucker, C. E. (2014): Social Networks, Personalized Advertising, and Privacy Controls, in: Journal of Marketing Research, Jg. 51, Nr. 5, S. 546–562.

    Google Scholar 

  • van der Lans, R./van Bruggen, G./Eliashberg, J./Wierenga, B. (2010): A Viral Branching Model for Predicting the Spread of Electronic Word of Mouth, in: Marketing Science, Jg. 29, Nr. 2, S. 348–365.

    Google Scholar 

  • van Doorn, J./Hoekstra, J. C. (2013): Customization of Online Advertising: The Role of Intrusiveness, in: Marketing Letters, Jg. 24, Nr. 4, S. 1–13.

    Google Scholar 

  • Wattal, S./Telang, R./Mukhopadhyay, T./Boatwright, P. (2012): What‘s in a “Name”? Impact of Use of Customer Information in E-Mail Advertisements, in: Information Systems Research, Jg. 23, Nr. 3, S. 679–697.

    Google Scholar 

  • White, T. B./Zahay, D. L./Thorbjørnsen, H./Shavitt, S. (2008): Getting Too Personal: Reactance to Highly Personalized Email Solicitations, in: Marketing Letters, Jg. 19, Nr. 1, S. 39–50.

    Article  Google Scholar 

  • Wirtz, J./Patterson, P. G./Kunz, W. H./Grunger, T./Lu, V. N./Paluch, S., Martins, A. (2018): Brave new world: service robots in the frontline, Journal of Service Management, Jg. 29, Nr. 1, S. 907–931.

    Article  Google Scholar 

  • Xie, E./Teo, H. H./Wan, W. (2006): Volunteering Personal Information on the Internet: Effects of Reputation, Privacy Notices, and Rewards on Online Consumer Behavior, in: Marketing Letters, Jg. 17, Nr. 1, S. 61–74.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and permissions

Copyright information

© 2019 Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Ahrholdt, D., Greve, G., Hopf, G. (2019). E-Mail-Marketing. In: Online-Marketing-Intelligence. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-26562-5_12

Download citation

  • DOI: https://doi.org/10.1007/978-3-658-26562-5_12

  • Published:

  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-26561-8

  • Online ISBN: 978-3-658-26562-5

  • eBook Packages: Business and Economics (German Language)

Publish with us

Policies and ethics