How manufacturers value purchase offerings. An exploratory study

Industrial Marketing Management

Volumn 31, Issue 5, 2002, Pages 457-465

  Plank, Richard E ^a   Ferrin, Bruce G ^a  

^a WESTERN MICHIGAN UNIVERSITY   (United States)

Author keywords

Organizational buying behavior theory; Total cost of ownership; Value

Indexed keywords

EID: 0036084520     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(01)00161-4     Document Type: Article

References (14)

1. Business market management
2. Customer value assessment in business markets: A state-of-practice study
3. Activity accounting
4. Activity based cost management making it work: A managers guide to implementing and sustaining an effective ABC system
5. Promise 'em anything but give 'em a price
6. Total cost of ownership: A key concept in strategic cost management decisions
7. The use of approved vendor lists
8. Orchestrating a successful cost management program
9. The use of approved supplier lists
10. Competitive advantage
11. Defining product value in industrial markets
12. Business marketing: A 20 year review
13. Case study: Price targeting as a strategic tool
14. The discipline of market leaders