Managing the trade-off between relationships and value networks. Towards a value-based approach of customer relationship management in business-to-business markets

Industrial Marketing Management

Volumn 33, Issue 6, 2004, Pages 465-473

  Ehret, Michael ^a  

^a FREIE UNIVERSITÄT BERLIN   (Germany)

Author keywords

B2B; Business market management; Business networks; Business to business marketing; Customer lifetime value; Customer relationship management; Relationship marketing; Value networks

Indexed keywords

EID: 4243134837     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2004.03.002     Document Type: Article

References (56)

1. Achrol R.S. Evolution of the marketing organization: New forms for turbulent environments Journal of Marketing 55 1991, October 77-93
2. Achrol R.S. Kotler P. Marketing in the network economy Journal of Marketing 63 1999 146-163 (Special Issue)
3. Alderson W. Dynamic market behavior. A functionalist theory of marketing 1965 Richard D. Irwin Homewood, IL
4. Anderson J.C. Hakansson H. Johanson J. Dyadic business relationships within a network context Journal of Marketing 58 1994, October 1-15
5. Anderson J.C. Narus J.A. Business market management. Understanding, creating, and delivering value 1998 Prentice-Hall Upper Saddle River, NJ
6. Argyris C. Schön D.A. Organisational learning: II. Theory, method and practice 1996 Addison-Wesley New York
7. Christensen C.M. The rigid disk drive industry: A history of commercial and technological turbulence Business History Review 67 1993, Winter 531-588
8. Christensen C.M. The innovator's dilemma 1997 Harper New York
9. Cooper R. Kaplan R.S. Profit priorities from activity based costing Harvard Business Review 1991, May-June 130-135
10. Day G.S. The capabilities of market driven organizations Journal of Marketing 58 1994, October 37-52
11. Desay K.K. Keller K.L. The effects of ingredient branding strategies on host brand extendibility Journal of Marketing 66 2002, January 73-93
12. Dickson P.R. Toward a general theory of competitive rationality Journal of Marketing 1992, January 69-83
13. Drucker P. The new productivity challenge Harvard Business Review 1991, November-December 69-79
14. Dwyer F.R. Schurr P.R. Oh S. Developing buyer-seller relationships Journal of Marketing 51 1987, April 11-27
15. Fließ S. Kleinaltenkamp M. Blueprinting the service company: Managing service processes efficiently Journal of Business Research 57 4 2004, Apr 392-405
16. Frels J.K. Shervani T. Srivastava R.K. The integrated networks model: Explaining resource allocations in network markets Journal of Marketing 67 2003, January 29-45
17. Frenken K. A complexity approach to innovation networks. The case of the aircraft industry (1909-1997) Research Policy 29 2000 257-272
18. Gereffis G. Memedovic O. The global apparel value chain. What prospects for upgrading by developing countries 2003 United Nations Development Organization Vienna
19. Graham G. Hardaker G. Impact of on-line technologies for E-music supplier networks Journal of Services Research 3 1 2003, April-September 5-27
20. Gupta S. Lehman D.L. Stuart J.A. Valuing customers Journal of Marketing Research XVI 2004, February 7-18
21. Hagel J.III Singer M. Unbundling the corporation Harvard Business Review 1999, March-April 133-141
22. Hakansson H. Ford D. How should companies interact in business networks? Journal of Business Research 55 2 2002, February 133-140
23. Hamel G. Hamel C.K. Corporate imagination an expeditionary marketing Harvard Business Review 1990, May-June 81-93
24. Hays C.L. The real thing. Truth and power at the Coca Cola 2004 Random House New York
25. Henderson R.M. Clark K.B. Architectural innovation: The reconfiguration of existing product technologies and the failure of established firms Administrative Science Quarterly 35 1990 9-30
26. Homburg C. Workman J.P. Jensen O. A configurational perspective on key account management Journal of Marketing 68 2002, April 38-60
27. Hunt S. Morgan R.M. Relationship marketing in the era of network competition Marketing Management 3 1 1994, Summer 18-28
28. Iansiti M. Real world R&D. Jumping the product generation gap Harvard Business Review 1993, May-June 138-147
29. Kanter R.M. Collaborative advantage Harvard Business Review 1994, July-August 96-108
30. Kelly K. New rules for the new economy. 10 radical strategies for a connected world 1998 Viking Press New York, NY
31. Kleinaltenkamp M. Jacob F. German approaches to business-to-business marketing theory. Origins and structure Journal of Business Research 55 2 2002, February 149-156
32. Kohli A.K. Jaworksi B.J. Market orientation. The construct, research propositions, and managerial implications Journal of Marketing 54 1990, April 1-18
33. Levitt T. Marketing myopia Harvard Business Review 1960, July-August 45-60
34. Li F. Walley J. Deconstruction of the telecommunications industry: From value chains to value networks Telecommunications Policy 26 2002 451-472
35. MacMillan I.C. McGrath R.G. Discover your products hidden potential Harvard Business Review 1996, May-June 58-73
36. Magretta J. What management is. How it works and why it's everyone's business 2002 The Free Press New York
37. Morgan R.M. Hunt S. The commitment-trust theory of relationship marketing Journal of Marketing 58 1994, July 20-38
38. O'Callaghan R. Kaufmann P.J. Konsynski B.R. Adoption correlates and share effects electronic data interchange systems in marketing channels Journal of Marketing 56 1992, April 45-56
39. Ojasalo J. Key network management Industrial Marketing Management 33 2004 195-205
40. Parvatiyar A. Sheth J.N. The domain and conceptual foundations of relationship marketing In: Sheth J.N. & Parvatiyar A. (Eds.) Handbook of relationship marketing 1999 3-38 Sage Thousand Oaks
41. Peppers D. Rogers M. One to one B2B. Customer development strategies for the business-to-business-world 2001 Doubleday New York
42. Prahalad C.K. Hamel J. The core competency of the corporation Harvard Business Review 1990, May-June 79-91
43. Rindfleisch A. Heide J.B. Transaction cost analysis: Past, present and future applications Journal of Marketing 61 1996, October 1997 30-54
44. Ritter T. Wilkinson I. Johnston W.J. Managing in complex business networks Industrial Marketing Management 33 2004 175-183
45. Rust R.T. Lemon K.N. Zeithamel V.A. Return on marketing: Using customer equity to focus marketing strategy Journal of Marketing 68 2004, January 109-127
46. Slater S.F. Narver J.C. Customer led and market oriented: Let's not confuse the two Strategic Management Journal 19 1998 1001-1006
47. Srinivasan R. Lilien G. Rangaswamy A. First in, first out? The effects of network externalities on pioneer survival Journal of Marketing 68 2004, January 41-58
48. Srivastava R.K. Shervani R. Fahey L. Market based assets and shareholder value: A framework for analysis Journal of Marketing 62 2001, January, 1998 2-18
49. Stalk G. Hout T.M. Competing against time: How time-based competition is reshaping global markets 1990 Free Press New York
50. Stump R.L. Heide J.B. Controlling supplier opportunism in industrial relationships Journal of Marketing Research XXXIII 1996, November 431-441
51. Tuominen M. Rajala A. Möller K. Market driving versus market driven: Divergent roles of market orientation in business relationships Industrial Marketing Management 33 2004 207-217
52. Vaidyanathan R. Aggarval P. Strategic brand alliances: Implications of ingredient branding for national and private label brands Journal of Product and Brand Management 9 4 2000 214-228
53. Varian H. Shapiro C. Information rules. A strategic guide to the network economy 1999 Harvard Business School Press Boston Mass
54. VDA (2003). Auto. Annual Report. Frankfurt/Main: German Association of the Automotive Industry (VDA).
55. Weiner M. Nohria N. Hickman A. Smith H. Value networks-The future of the U.S. electric utility industry Sloan Management Review 1997, Summer 21-34
56. Wilkinson I. Young L. On cooperating firms, relations, networks Journal of Business Research 55 2002 123-132