-
1
-
-
0000430265
-
The salesperson as outside agent or employee: a transaction cost analysis
-
(Marketing Science (pre 1986), Summer)
-
Anderson E. The salesperson as outside agent or employee: a transaction cost analysis. Linthicum 4 3 (1985) 234-256 (Marketing Science (pre 1986), Summer)
-
(1985)
Linthicum
, vol.4
, Issue.3
, pp. 234-256
-
-
Anderson, E.1
-
2
-
-
0003719568
-
-
Prentice-Hall, Harlow
-
Baily P., Farmer D., Jessop D., and Jones D. Purchasing Principles and Management (2005), Prentice-Hall, Harlow
-
(2005)
Purchasing Principles and Management
-
-
Baily, P.1
Farmer, D.2
Jessop, D.3
Jones, D.4
-
3
-
-
0042742059
-
-
Butterworth-Heinemann, Oxford
-
Baker M. The Marketing Book (2000), Butterworth-Heinemann, Oxford
-
(2000)
The Marketing Book
-
-
Baker, M.1
-
5
-
-
3242686374
-
Analysing exchanges through the use of value equations
-
Blois K. Analysing exchanges through the use of value equations. Journal of Business & Industrial Marketing 19 4 (2004) 250-257
-
(2004)
Journal of Business & Industrial Marketing
, vol.19
, Issue.4
, pp. 250-257
-
-
Blois, K.1
-
7
-
-
84989026594
-
Customer analysis for strategy development in industrial markets
-
Campbell N., and Cunningham M. Customer analysis for strategy development in industrial markets. Strategic Management Journal 4 4 (1983) 369-380
-
(1983)
Strategic Management Journal
, vol.4
, Issue.4
, pp. 369-380
-
-
Campbell, N.1
Cunningham, M.2
-
8
-
-
21844473624
-
An empirical study of the relationships among purchasing skills and strategic purchasing, financial performance, and supplier responsiveness
-
Carr A., and Smeltzer L. An empirical study of the relationships among purchasing skills and strategic purchasing, financial performance, and supplier responsiveness. The Journal of Supply Chain Management 36 3 (2000) 40-54
-
(2000)
The Journal of Supply Chain Management
, vol.36
, Issue.3
, pp. 40-54
-
-
Carr, A.1
Smeltzer, L.2
-
9
-
-
0003949311
-
-
Pearson, Upper Saddle River, USA
-
Chopra S., and Meindl P. Supply Chain Management: Strategy, Planning & Operation (2007), Pearson, Upper Saddle River, USA
-
(2007)
Supply Chain Management: Strategy, Planning & Operation
-
-
Chopra, S.1
Meindl, P.2
-
13
-
-
50949119519
-
'Who's the fairest of them all?'
-
(Autumn)
-
Cordon C., and Vollmann T. 'Who's the fairest of them all?'. CPO Agenda 1 3 (2005) 24-28 (Autumn)
-
(2005)
CPO Agenda
, vol.1
, Issue.3
, pp. 24-28
-
-
Cordon, C.1
Vollmann, T.2
-
14
-
-
67349085356
-
-
Cordon, C., Vollmann, T., 2002. The Next Game in Purchasing: Be the Most Attractive Customer to Key Suppliers. Perspectives for Managers, no. 86, IMD International, Lausanne, January.
-
Cordon, C., Vollmann, T., 2002. The Next Game in Purchasing: Be the Most Attractive Customer to Key Suppliers. Perspectives for Managers, no. 86, IMD International, Lausanne, January.
-
-
-
-
16
-
-
67349254844
-
Enterprise and Regulatory Reform (DBERR), 2007
-
Department for Business, accessed 4.2.08
-
Department for Business, Enterprise and Regulatory Reform (DBERR), 2007. Small and Medium-sized Enterprise (SME) Statistics for the UK 2006 〈http://stats.berr.gov.uk/ed/sme/smestats2006-ukspr.pdf〉, accessed 4.2.08.
-
(2006)
Small and Medium-sized Enterprise (SME) Statistics for the UK
-
-
-
18
-
-
50949125743
-
The concept of attraction-its purchasing potential
-
University of San Diego, 6-8 April, pp
-
Ellegaard, C., Ritter, T., 2006. The concept of attraction-its purchasing potential. In: Fourth Annual Supply Chain Management Research Symposium, University of San Diego, 6-8 April, pp. 1-10.
-
(2006)
Fourth Annual Supply Chain Management Research Symposium
, pp. 1-10
-
-
Ellegaard, C.1
Ritter, T.2
-
19
-
-
0037616552
-
Managing industrial buyer-supplier relations-the case for attractiveness
-
Ellegaard C., Johansen J., and Drejer A. Managing industrial buyer-supplier relations-the case for attractiveness. Integrated Manufacturing Systems 14 4 (2003) 346-356
-
(2003)
Integrated Manufacturing Systems
, vol.14
, Issue.4
, pp. 346-356
-
-
Ellegaard, C.1
Johansen, J.2
Drejer, A.3
-
20
-
-
67349179823
-
BA joins fight for suppliers
-
February, p
-
Ellinor, R., 2008. BA joins fight for suppliers. Supply Management, 14h February, p. 7.
-
(2008)
Supply Management
, vol.14 h
, pp. 7
-
-
Ellinor, R.1
-
21
-
-
67349184649
-
Crowd pleaser
-
13 December, pp
-
Ellinor, R., 2007. Crowd pleaser. Supply Management, 13 December, pp. 26-29.
-
(2007)
Supply Management
, pp. 26-29
-
-
Ellinor, R.1
-
22
-
-
67349190128
-
Cross-cultural industrial organisational buying behaviour in China and United Kingdom: comparative organisational effectiveness issues and perspectives
-
Ellis J., Williams D., and Ma J.-H. Cross-cultural industrial organisational buying behaviour in China and United Kingdom: comparative organisational effectiveness issues and perspectives. Asia in Extenso (2002) 1-12
-
(2002)
Asia in Extenso
, pp. 1-12
-
-
Ellis, J.1
Williams, D.2
Ma, J.-H.3
-
23
-
-
67349120150
-
Supplier valuation management: Strategies and concepts for value determination and value preservation for suppliers
-
Essig, M., Amann, M., 2005. Supplier valuation management: strategies and concepts for value determination and value preservation for suppliers. In: Proceedings of the 14th IPSERA Conference, pp. 553-566.
-
(2005)
Proceedings of the 14th IPSERA Conference
, pp. 553-566
-
-
Essig, M.1
Amann, M.2
-
24
-
-
0002876995
-
Account portfolio analysis for strategy development
-
Fiocca R. Account portfolio analysis for strategy development. Industrial Marketing Management 11 1 (1982) 53-62
-
(1982)
Industrial Marketing Management
, vol.11
, Issue.1
, pp. 53-62
-
-
Fiocca, R.1
-
25
-
-
0004094583
-
-
Wiley, Chichester
-
Ford D., Hakansson H., Lundgren A., Snehota I., Turnbull P., and Wilson D. Managing Business Relationships (2003), Wiley, Chichester
-
(2003)
Managing Business Relationships
-
-
Ford, D.1
Hakansson, H.2
Lundgren, A.3
Snehota, I.4
Turnbull, P.5
Wilson, D.6
-
27
-
-
34249314630
-
An investigation into supplier responsiveness-empirical evidence from the automotive industry
-
Holweg M. An investigation into supplier responsiveness-empirical evidence from the automotive industry. International Journal of Logistics Management 16 1 (2005) 96-119
-
(2005)
International Journal of Logistics Management
, vol.16
, Issue.1
, pp. 96-119
-
-
Holweg, M.1
-
29
-
-
67349203421
-
Customer of choice crucial
-
27 March, p
-
Kanter, J., 2008. "Customer of choice" crucial. Supply Management, 27 March, p. 11.
-
(2008)
Supply Management
, pp. 11
-
-
Kanter, J.1
-
30
-
-
0003902676
-
-
Pearson Education International, New Jersey
-
Kotler P. Marketing Management (2003), Pearson Education International, New Jersey
-
(2003)
Marketing Management
-
-
Kotler, P.1
-
31
-
-
0001850648
-
A strategic approach to managing buyer-seller relationships
-
Krapfel R., Salmond D., and Spekman R. A strategic approach to managing buyer-seller relationships. European Journal of Marketing 25 9 (1991) 22-37
-
(1991)
European Journal of Marketing
, vol.25
, Issue.9
, pp. 22-37
-
-
Krapfel, R.1
Salmond, D.2
Spekman, R.3
-
32
-
-
23644458251
-
Value in business markets: what do we know? where are we going?
-
Lindgreen A., and Wynstra F. Value in business markets: what do we know? where are we going?. Industrial Marketing Management 34 (2005) 732-748
-
(2005)
Industrial Marketing Management
, vol.34
, pp. 732-748
-
-
Lindgreen, A.1
Wynstra, F.2
-
33
-
-
67349280514
-
Six painful steps to profitable selling
-
Mack H. Six painful steps to profitable selling. Sales Management 107 8 (1971) 42-50
-
(1971)
Sales Management
, vol.107
, Issue.8
, pp. 42-50
-
-
Mack, H.1
-
34
-
-
33749345441
-
-
Unpublished Ph.D. Thesis, Department of Industrial Engineering and Management, University of Oulu, available at:, accessed 6.4.07
-
Maunu, S., 2003. Supplier Satisfaction: The concept and a measurement system. Unpublished Ph.D. Thesis, Department of Industrial Engineering and Management, University of Oulu, available at: 〈http://herkules.oulu.fi/isbn9514271688/isbn9514271688.pdf〉, accessed 6.4.07.
-
(2003)
Supplier Satisfaction: The concept and a measurement system
-
-
Maunu, S.1
-
35
-
-
0003542094
-
-
Thomson South-Western, Mason, USA
-
Monczka R., Trent R., and Handfield R. Purchasing and Supply Chain Management (2005), Thomson South-Western, Mason, USA
-
(2005)
Purchasing and Supply Chain Management
-
-
Monczka, R.1
Trent, R.2
Handfield, R.3
-
39
-
-
0037257247
-
The impact of customer relationship characteristics on profitable lifetime duration
-
Reinartz W., and Kumar V. The impact of customer relationship characteristics on profitable lifetime duration. Journal of Marketing 67 January (2003) 77-99
-
(2003)
Journal of Marketing
, vol.67
, Issue.January
, pp. 77-99
-
-
Reinartz, W.1
Kumar, V.2
-
40
-
-
67349100809
-
The impact of dependence on the assessment of customer lifetime value in buyer-seller relationships
-
Roemer E. The impact of dependence on the assessment of customer lifetime value in buyer-seller relationships. Journal of Marketing Management' 22 (2006) 89-109
-
(2006)
Journal of Marketing Management'
, vol.22
, pp. 89-109
-
-
Roemer, E.1
-
41
-
-
67349158929
-
Mirror, mirror on the wall, let suppliers guide you towards improvement
-
(Danish)
-
Rozemeijer F., and Van Weele A. Mirror, mirror on the wall, let suppliers guide you towards improvement. DILF Orientering June (2002) 12-18 (Danish)
-
(2002)
DILF Orientering
, vol.June
, pp. 12-18
-
-
Rozemeijer, F.1
Van Weele, A.2
-
44
-
-
0002162913
-
Organizational buying behaviour: past performance and future expectations
-
Sheth J. Organizational buying behaviour: past performance and future expectations. Journal of Business and Industrial Marketing 11 3 (1996) 7-24
-
(1996)
Journal of Business and Industrial Marketing
, vol.11
, Issue.3
, pp. 7-24
-
-
Sheth, J.1
-
46
-
-
32044464794
-
Value-based differentiation in business relationships: gaining and sustaining key supplier status
-
Ulaga W., and Eggert A. Value-based differentiation in business relationships: gaining and sustaining key supplier status. Journal of Marketing 70 (2006) 119-136
-
(2006)
Journal of Marketing
, vol.70
, pp. 119-136
-
-
Ulaga, W.1
Eggert, A.2
-
47
-
-
77954087124
-
Relationship value in business markets: the construct and its dimensions
-
Ulaga W., and Eggert A. Relationship value in business markets: the construct and its dimensions. Journal of Business-to-Business Marketing 12 1 (2005) 73-99
-
(2005)
Journal of Business-to-Business Marketing
, vol.12
, Issue.1
, pp. 73-99
-
-
Ulaga, W.1
Eggert, A.2
-
49
-
-
4644312789
-
A customer lifetime value framework for customer selection and resource allocation strategy
-
Venkatesan R., and Kumar V. A customer lifetime value framework for customer selection and resource allocation strategy. Journal of Marketing 68 October (2004) 106-125
-
(2004)
Journal of Marketing
, vol.68
, Issue.October
, pp. 106-125
-
-
Venkatesan, R.1
Kumar, V.2
-
50
-
-
0010559406
-
Value-creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier's perspective
-
Walter A., Ritter T., and Gemünden D. Value-creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier's perspective. Industrial Marketing Management 30 5 (2001) 365-377
-
(2001)
Industrial Marketing Management
, vol.30
, Issue.5
, pp. 365-377
-
-
Walter, A.1
Ritter, T.2
Gemünden, D.3
-
52
-
-
3242856260
-
A general model for understanding organizational buying behaviour
-
Webster F., and Wind Y. A general model for understanding organizational buying behaviour. Marketing Management 4 4 (1996) 52-58
-
(1996)
Marketing Management
, vol.4
, Issue.4
, pp. 52-58
-
-
Webster, F.1
Wind, Y.2
-
53
-
-
0009090762
-
Theory transitions in organisational buying behaviour research
-
Wilson E. Theory transitions in organisational buying behaviour research. Journal of Business and Industrial Marketing 11 6 (1996) 7-21
-
(1996)
Journal of Business and Industrial Marketing
, vol.11
, Issue.6
, pp. 7-21
-
-
Wilson, E.1
-
54
-
-
21544466737
-
A customer selection strategy for business markets
-
Yorke D., and Wallace K. A customer selection strategy for business markets. Journal of Marketing Management 2 2 (1986) 181-191
-
(1986)
Journal of Marketing Management
, vol.2
, Issue.2
, pp. 181-191
-
-
Yorke, D.1
Wallace, K.2
|