Title: STRATEGIC APPROACHES TO SERVICE MARKETING AND RELATIONSHIP MANAGEMENT FOR SUSTAINING LONG-TERM CUSTOMER ENGAGEMENT
Author: Dr. M.N. Prakasha
Abstract:

This paper investigates the strategic frameworks underpinning service marketing and relationship management that are most effective in fostering and sustaining long-term customer engagement in a digitally transformed, hypercompetitive market environment. It addresses how organisations can deliberately design customer experiences and configure relationship management architectures to build durable brand loyalty and maximise customer lifetime value (CLV). The study employs a qualitative conceptual methodology, synthesising extant theoretical literature with contemporary empirical evidence drawn from industry reports, peer-reviewed publications, and cross-sector case studies. Conceptual frameworks are inductively developed through systematic pattern identification across reviewed sources, drawing on Service-Dominant Logic, Relationship Marketing Theory, and the Balanced Scorecard paradigm. The study finds that personalized service delivery, proactive CRM system integration, and digitally enabled Omni channel feedback architectures significantly enhance the depth and durability of customer engagement. Strategic alignment between an organization’s service value proposition and its relational management practices demonstrably elevate customer retention, Net Promoter Scores, and CLV. Value co-creation emerges as a particularly powerful mechanism for deepening engagement in service-dominant industries. Organisations across hospitality, banking, healthcare, and professional services can leverage data-driven relationship intelligence, seamless Omni channel service integration, and structured value co-creation platforms to establish and sustain long-term customer bonds. The synthesised strategic model offers a directly actionable roadmap for senior marketing and customer experience executives This paper con tributes a synthesised, integrative model of strategic service marketing with specific emphasis on the temporal dynamics of engagement sustainability. It bridges the theoretical gap between service marketing strategy and relational management practice, and provides empirically grounded insights on aligning organisational marketing capability with relational mechanisms to maximise enduring customer value.

Keywords: Service Marketing Relationship Management, Customer Engagement, Strategic, Marketing, Customer Retention, CRM, Value Co-Creation, Omni channel Marketing, Customer Lifetime Value, Service-Dominant Logic
DOI: https://doi.org/10.38193/IJRCMS.2026.8237
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Date of Publication: 03-04-2026
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Published Vol & Issue: Volume 8 Issue 2 March-April 2026