Document Type

Journal Article

Publication Details

Little, V. J., Motion, J. M., Brodie, R. J. & Brookes, R. (2006). Turning marketing promises into business value: The experience of an industrial SME. University of Auckland Business Review, 8 (1), 25-36.


How can businesses create more value for their customers and shareholders? One way of understanding this task is to apply the promises framework: promises made to customers, promises kept, and promises enabled. Traditionally marketers made the promises, leaving keeping and enabling activities to other departments (e.g. logistics, manufacturing and customer service) and to senior management. However, marketers are increasingly acknowledging that creating and delivering value to customers requires a synchronised effort from the whole firm, not only marketers.