메뉴 건너뛰기




Volumn 21, Issue 1, 2003, Pages 16-22

Using value equations to analyse exchanges

Author keywords

Buyer seller relationships; Customers; Suppliers; Value analysis

Indexed keywords


EID: 33746533200     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634500310458117     Document Type: Article
Times cited : (15)

References (29)
  • 3
    • 0000773417 scopus 로고
    • Organization sets, action-sets and networks: making the most of simplicity
    • Ed. Nystrom, P.C. Ed. Starbuck, W.H.
    • Aldrich, H. and Whetten, D.A. (1981), “Organization sets, action-sets and networks: making the most of simplicity”, in Ed. Nystrom, P.C. and Ed. Starbuck, W.H. (Eds), Handbook of Organizational Design, Vol. I, pp. 385-408.
    • (1981) Handbook of Organizational Design , vol.I , pp. 385-408
    • Aldrich, H.1    Whetten, D.A.2
  • 4
    • 21844527596 scopus 로고
    • Relationship in business markets: exchange episodes, value creation and their empirical assessment
    • Anderson, J.C. (1995), “Relationship in business markets: exchange episodes, value creation and their empirical assessment”, Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 346-50.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 346-350
    • Anderson, J.C.1
  • 6
    • 61449210975 scopus 로고
    • Marketing as exchange
    • October
    • Bagozzi, R.P. (1975), “Marketing as exchange”, Journal of Marketing, Vol. 39, October, pp. 32-39.
    • (1975) Journal of Marketing , vol.39 , pp. 32-39
    • Bagozzi, R.P.1
  • 8
    • 0011111732 scopus 로고
    • Key options in market selection and product planning
    • September/October
    • Corey, E.R. (1975), “Key options in market selection and product planning”, Harvard Business Review, Vol. 43, September/October, pp. 119-28.
    • (1975) Harvard Business Review , vol.43 , pp. 119-128
    • Corey, E.R.1
  • 10
    • 84986052093 scopus 로고    scopus 로고
    • Value-based market strategies
    • Doyle, P. (2000), “Value-based market strategies”, Journal of Brand Management, Vol. 7 No. 5, pp. 317-19.
    • (2000) Journal of Brand Management , vol.7 , Issue.5 , pp. 317-319
    • Doyle, P.1
  • 11
    • 0033196290 scopus 로고    scopus 로고
    • Managing business relationships by analyzing the effects and value of different actions
    • Ford, D. and McDowell, R. (1999), “Managing business relationships by analyzing the effects and value of different actions”, Industrial Marketing Management, Vol. 28 No. 5, pp. 429-42.
    • (1999) Industrial Marketing Management , vol.28 , Issue.5 , pp. 429-442
    • Ford, D.1    McDowell, R.2
  • 13
    • 0000251132 scopus 로고
    • Build customer relationships that last
    • November/December
    • Jackson, B. (1995), “Build customer relationships that last”, Harvard Business Review, Vol. 63, November/December, pp. 120-8.
    • (1995) Harvard Business Review , vol.63 , pp. 120-128
    • Jackson, B.1
  • 14
    • 85107930007 scopus 로고
    • Long-term manufacturer-supplier relationships: do they pay off for supplier firms?
    • January
    • Kalwani, M.U. and Narakesari, N. (1995), “Long-term manufacturer-supplier relationships: do they pay off for supplier firms?”, Journal of Marketing, Vol. 59, January, pp. 1-16.
    • (1995) Journal of Marketing , vol.59 , pp. 1-16
    • Kalwani, M.U.1    Narakesari, N.2
  • 16
    • 21744451006 scopus 로고    scopus 로고
    • Reflections of gaining competitive advantage through customer value
    • Parasuraman, A. (1997), “Reflections of gaining competitive advantage through customer value”, Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 154-61.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 154-161
    • Parasuraman, A.1
  • 17
    • 85133004179 scopus 로고    scopus 로고
    • The value concept and relationship marketing
    • Ravald, A. and Gronroos, C. (1996), “The value concept and relationship marketing”, European Journal of Marketing, Vol. 30 No. 2, pp. 19-30.
    • (1996) European Journal of Marketing , vol.30 , Issue.2 , pp. 19-30
    • Ravald, A.1    Gronroos, C.2
  • 19
    • 0040607655 scopus 로고
    • Industrial pricing to meet customers’ needs
    • Shapiro, B. and Jackson, B. (1978), “Industrial pricing to meet customers’ needs”, Harvard Business Review, Vol. 56 No. 6, pp. 119-27.
    • (1978) Harvard Business Review , vol.56 , Issue.6 , pp. 119-127
    • Shapiro, B.1    Jackson, B.2
  • 20
    • 0001890005 scopus 로고    scopus 로고
    • Understanding the constitution of organizational trust
    • Ed. Lane, C. Ed. Bachmann, R. Oxford University Press Oxford
    • Sydow, J. (1998), “Understanding the constitution of organizational trust”, in Ed. Lane, C. and Ed. Bachmann, R. (Eds), Trust Within and Between Organizations, Oxford University Press, Oxford.
    • (1998) Trust Within and Between Organizations
    • Sydow, J.1
  • 22
    • 77951511906 scopus 로고
    • An integrated model of buyer-seller relationships
    • Wilson, D.T. (1995), “An integrated model of buyer-seller relationships”, Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 335-45.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 335-345
    • Wilson, D.T.1
  • 23
    • 0031536393 scopus 로고    scopus 로고
    • Customer value: the next source for competitive advantage
    • Woodruff, R.B. (1997), “Customer value: the next source for competitive advantage”, Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 139-53.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 139-153
    • Woodruff, R.B.1
  • 24
    • 84986095639 scopus 로고
    • Dyadic business relationships within a business network context
    • October
    • Anderson, J.C., Hakansson, H. and Johansson, J. (1994), “Dyadic business relationships within a business network context”, Journal of Marketing, Vol. 58, October, pp. 1-15.
    • (1994) Journal of Marketing , vol.58 , pp. 1-15
    • Anderson, J.C.1    Hakansson, H.2    Johansson, J.3
  • 25
    • 0002721048 scopus 로고
    • Cut costs or else
    • 22 March
    • Kelly, K. and Shiller, Z. (1993), “Cut costs or else”, Business Week, No. 3310, 22 March, pp. 28-29.
    • (1993) Business Week , Issue.3310 , pp. 28-29
    • Kelly, K.1    Shiller, Z.2
  • 26
    • 0001875669 scopus 로고
    • Non-contractual relations in business: a preliminary study
    • Macauly, S. (1963), “Non-contractual relations in business: a preliminary study”, American Sociological Review, Vol. 28, pp. 55-67.
    • (1963) American Sociological Review , vol.28 , pp. 55-67
    • Macauly, S.1
  • 27
    • 0000073664 scopus 로고
    • Economic analysis of contractual relations: its shortfalls and the need for a “rich classifactory apparatus
    • Macneil, I.R. (1981), “Economic analysis of contractual relations: its shortfalls and the need for a “rich classifactory apparatus’”, Northwestern University Law Review, Vol. 75 No 6, pp. 1018-63.
    • (1981) Northwestern University Law Review , vol.75 , Issue.6 , pp. 1018-1063
    • Macneil, I.R.1
  • 28
    • 84986054672 scopus 로고
    • Inside GM’s global purchasing
    • April
    • Smith, D.C. (1995), “Inside GM’s global purchasing”, Ward’s Auto World, Vol. 31 No. 4, April, pp. 45-46.
    • (1995) Ward’s Auto World , vol.31 , Issue.4 , pp. 45-46
    • Smith, D.C.1
  • 29
    • 3242683315 scopus 로고
    • How to buy/sell professional services
    • Weittreich W.J. (1966) “How to buy/sell professional services”, Harvard Business Review, Vol. 44 No. 2, pp. 127-38.
    • (1966) Harvard Business Review , vol.44 , Issue.2 , pp. 127-138
    • Weittreich, W.J.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.