Capturing value creation in business relationships: A customer perspective

Keywords

Commoditization, Business, Perspective (graphical), Value (mathematics), Marketing

References

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• The Discovery of Grounded TheoryBarney G. Glaser, Anselm L. Strauss — 1967
• Business Marketing: Connecting Strategy, Relationships, and LearningF. Robert Dwyer, J.F. Tanner — 1999
• Business Marketing ManagementFrank G. Bingham — 1997
• Capturing the value of supplementary servicesJames C. Anderson, James A. Narus — 1995
• Managing customer value : creating quality and service that customers can seeB. Gale, R. Wood — 1994
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• Functions of industrial supplier relationships and their impact on relationship qualityAchim Walter, Thilo Andreas Müller, Gabriele Helfert — 2003
• Perceived value approach to pricingG.Dean Kortge, Patrick A. Okonkwo — 1993
• Conventional wisdom on measurement: A structural equation perspective.Kenneth A. Bollen, Richard D. Lennox — 1991
• Grounded Theory Methodology: Its Uses and ProcessesPhyllis Noerager Stern — 1980
• Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?Manohar U. Kalwani, Narakesari Narayandas — 1995
• Developing Buyer-Seller Relationships:F. Robert Dwyer, Paul H. Schurr, Sejo Oh — 1987
• Value‐driven relational marketing: From products to resources and competenciesChristian Grönroos — 1997

Cited by

• Antecedents & Benefits of a Preferred Customer Status in a Buyer-Supplier Relationship: A Dyadic Case Study at a Company from the Oil & Gas Industry and Three of its SuppliersEric Hanemann — 2014
• Antecedents and Benefits of a Preferred Customer Status in a Buyer-Supplier Relationship: A Case Study at WILO SE and 4 of its Key SuppliersJulius Beering — 2014
• Effective Digital Channel Marketing for Cybersecurity SolutionsMika Westerlund, Risto Rajala — 2014
• To what extent is Dorel Juvenile Group a preferred cfor the company´s preferred supplier?Bita Mirzaei — 2013
• The value of mobile marketing for consumers and retailers a literature reviewRoger Ström, Martin Vendel — 2012
• After-sales business model to create customer value: case profit potential of hydraulic hose-assembliesUsman Zia — 2013
• Business model development for NextSelect : how can NextSelect create and capture value by taking a customer-driven perspective?J.B.M. Berghout — 2012
• Antecedents and Benefits of the Preferred Customer Status in a Buyer-Supplier Relationship: A Case Study at Atlas Copco and Three of its Key SuppliersFelix Schmidt — 2014
• A Customer-Value Framework for Analyzing Airline ServicesTina Boetsch, Thomas Bieger, Andreas Wittmer — 2011
• Toward a Theory of Consumer Interaction With Mobile Technology DevicesCharles Rader — 2009
• Path to Improved Firm Performance with Business Process Management (BPM) and BPM SystemsTahvo Hyoetylaeinen — 2013
• Customer's Potential Value: The Role of LearningHanna Komulainen, Tuija Mainela, Jaana Tähtinen — 2013
• Innovation In Distribution Channel(S) & Cost Efficiency On Small & Medium Enterprise Scales’ Performance In IndonesiaFerri Kuswantoro, M. Mohd Rosli, Radiah Abdul Kader — 2012
• Mätvärden i relation till process och kundNicklas Salomonson, Stefan Cronholm, Hannes Göbel — 2013
• Segmentation based on value drivers in the field of marketing resource managementCorné Henniphof — 2012
• Tedarik zinciri yönetiminde bilgi sistemleri: havacilik yer hizmetlerinde uçuş zamanlamasi için bilgi paylaşim modeliMehmet Yörükoğlu, Gülgün Kayakutlu, Sami Ercan — 2014
• Antecedents and benefits of the preferred customer status in a buyer-supplier relationship: a multiple case study at Siemens Nederland and three of its key suppliersVictoria Wolf — 2013
• “Let’s Wait and See!” The Real Option to Switch as a New Element of Customer ValueJörg Henseler, Ellen Roemer — 2013
• Preferred customer status with key suppliers: case study at MAN Truck & Bus AG and three of its suppliersDaniel Simón González — 2013
• Intercultural communication in the forest products business in China : a case studyToshiaki Owari — 2005

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