The seller's hidden advantage

MIT Sloan Management Review

Volumn 45, Issue 2, 2004, Pages 83-88

  Dawar, Niraj ^a   Vandenbosch, Mark ^a  

^a UNIVERSITY OF WESTERN ONTARIO   (Canada)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 2442620456     PISSN: 15329194     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Review

References (6)

1. M. Vandenbosch and N. Dawar, "Beyond Better Products: Capturing Value in Customer Interactions," MIT Sloan Management Review 43 (summer 2002): 35-42.
2. For a more comprehensive discussion of these tools, see A. Hartman, J. Sifonis and J. Kador, "Net Ready: Strategies for Success in the E-conomy" (New York: McGraw-Hill, 1999).
3. I. Gordon, "Measuring Customer Relationships: What Gets Measured Really Does Get Managed," July/August 2003, http://www. iveybusinessjournal.com/article.asp?intArticle_ID=432.
4. N. Nohria and S. Ghoshal, "The Differentiated Network: Organizing Multinational Corporations for Value Creation" (San Francisco: Jossey-Bass, 1997).
5. J.B. Barney, "Firm Resources and Sustained Competitive Advantage," Journal of Management 17, no. 1 (1991): 99-120. See also M.A. Peteraf, "The Cornerstones of Competitive Advantage: A Resource-Based View," Strategic Management Journal 14, no. 3 (1993): 179-191.
6. J.B. Barney, "Firm Resources and Sustained Competitive Advantage," Journal of Management 17, no. 1 (1991): 99-120. See also M.A. Peteraf, "The Cornerstones of Competitive Advantage: A Resource-Based View," Strategic Management Journal 14, no. 3 (1993): 179-191.