-
1
-
-
84990348060
-
Introduction to the special issue on the service-dominant logic of marketing: Insights from the otago forum
-
Aitken, Robert, David Ballantyne, Phil Osborne, and John Williams (2006), "Introduction to the Special Issue on the Service-Dominant Logic of Marketing: Insights from the Otago Forum," Market Theory, 6 (3), 275-281.
-
(2006)
Market Theory
, vol.6
, Issue.3
, pp. 275-281
-
-
Aitken, R.1
Ballantyne, D.2
Osborne, P.3
Williams, J.4
-
2
-
-
34748887135
-
Branding in B2B Markets: Insights from the service-dominant logic of marketing
-
Ballantyne, David, and Robert Aitken (2007), "Branding in B2B Markets: Insights from the Service-Dominant Logic of Marketing," Journal of Business & Industrial Marketing, 22 (6), 363-371.
-
(2007)
Journal of Business & Industrial Marketing
, vol.22
, Issue.6
, pp. 363-371
-
-
Ballantyne, D.1
Aitken, R.2
-
3
-
-
68349137252
-
The service-dominant logic and the future of marketing
-
and Richard J. Varey
-
-, and Richard J. Varey (2008), "The Service-Dominant Logic and the Future of Marketing," Journal of the Academy of Marketing Science, 26 (1), 11-14.
-
(2008)
Journal of the Academy of Marketing Science
, vol.26
, Issue.1
, pp. 11-14
-
-
Ballantyne, D.1
Aitken, R.2
-
4
-
-
0037254312
-
Psychological implications of customer participation in co-production
-
DOI 10.1509/jmkg.67.1.14.18592
-
Bendapudi, Neeli, and Robert P. Leone (2003), "Psychological Implications of Customer Participation in Co-Production," Journal of Marketing, 67 (January), 14-28. (Pubitemid 36161221)
-
(2003)
Journal of Marketing
, vol.67
, Issue.1
, pp. 14-28
-
-
Bendapudi, N.1
Leone, R.P.2
-
5
-
-
80053577456
-
Marketing in the UK
-
Bradley, C. John, Carolyn Hunter, and Nirmala Santiapillai (2000), "Marketing in the UK," McKinsey Quarterly, 1 (2), 15-17.
-
(2000)
McKinsey Quarterly
, vol.1
, Issue.2
, pp. 15-17
-
-
Bradley, C.J.1
Hunter, C.2
Santiapillai, N.3
-
6
-
-
21444441370
-
Creating value by delivering integrated solutions
-
DOI 10.1016/j.ijproman.2005.01.001, PII S0263786305000025
-
Brady, Tim, Andrew Davies, and David M. Gann (2005), "Creating Value by Delivering Integrated Solutions," International Journal of Project Management, 23 (5), 360-365. (Pubitemid 40919608)
-
(2005)
International Journal of Project Management
, vol.23
, Issue.SPEC. ISS. 5
, pp. 360-365
-
-
Brady, T.1
Davies, A.2
Gann, D.M.3
-
7
-
-
80053595180
-
What Is successful sales behavior? Exploratory research in business-to-business markets in the UK
-
Brent, Peter, and Beth B. Rogers (2007), "What Is Successful Sales Behavior? Exploratory Research in Business-to-Business Markets in the UK," Journal of Selling and Major Account Management, 7 (4), 28-37.
-
(2007)
Journal of Selling and Major Account Management
, vol.7
, Issue.4
, pp. 28-37
-
-
Brent, P.1
Rogers, B.B.2
-
8
-
-
85089131461
-
Mandating a service revolution for marketing
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
Brown, Stephen W., and Mary Jo Bitner (2006), "Mandating a Service Revolution for Marketing," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 393-405.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 393-405
-
-
Brown, S.W.1
Bitner, M.J.2
-
9
-
-
0042250251
-
Measuring customer value: Gaining the strategic advantage Organi?
-
Winter
-
Butz, Howard E., Jr., and Leonard D. Goodstein (1996), "Measuring Customer Value: Gaining the Strategic Advantage," Organi? zational Dynamics, 24 (Winter), 63-77.
-
(1996)
Zational Dynamics
, vol.24
, pp. 63-77
-
-
Butz Howard Jr., E.1
Goodstein, L.D.2
-
10
-
-
0002615063
-
Industrial marketing: Managing new requirements
-
Spring
-
Cespedes, Frank V. (1994), "Industrial Marketing: Managing New Requirements," Sloan Management Review, 35 (Spring), 45-60.
-
(1994)
Sloan Management Review
, vol.35
, pp. 45-60
-
-
Cespedes, F.V.1
-
11
-
-
41949107261
-
Marketing solutions in accordance with the S-D Logic: Co-Creating value with customer network actors
-
Cova, Bernard, and Robert Salle (2008), "Marketing Solutions in Accordance with the S-D Logic: Co-Creating Value with Customer Network Actors," Industrial Marketing Management, 37 (3), 270-277.
-
(2008)
Industrial Marketing Management
, vol.37
, Issue.3
, pp. 270-277
-
-
Cova, B.1
Salle, R.2
-
12
-
-
43549116314
-
Service encounters and service relationships: Implications for research
-
Czepiel, John A. (1990), "Service Encounters and Service Relationships: Implications for Research," Journal of Business Research, 20 (1), 13-21.
-
(1990)
Journal of Business Research
, vol.20
, Issue.1
, pp. 13-21
-
-
Czepiel, J.A.1
-
13
-
-
85114398844
-
How to improve perceived service quality by improving customer participation
-
Barbara J. Dunlap, ed., Cullowhee, NC: Academy of Marketing Science
-
Dabholkar, Pratibha A. (1990), "How to Improve Perceived Service Quality by Improving Customer Participation," in Develop ments in Marketing Science, vol. 13, Barbara J. Dunlap, ed., Cullowhee, NC: Academy of Marketing Science, 483-487.
-
(1990)
Develop Ments in Marketing Science
, vol.13
, pp. 483-487
-
-
Dabholkar, P.A.1
-
14
-
-
33750964727
-
Charting a path toward integrated solutions
-
Davies, Andrew, Tim Brady, and Michael Hobday (2006), "Charting a Path Toward Integrated Solutions," MIT Sloan Management Review, 47 (3), 39-48. (Pubitemid 44884197)
-
(2006)
MIT Sloan Management Review
, vol.47
, Issue.3
, pp. 39-48
-
-
Davies, A.1
Brady, T.2
Hobday, M.3
-
15
-
-
33846666207
-
Organizing for solutions: Systems seller vs. systems integrator
-
-,-, and-(2007), "Organizing for Solutions: Systems Seller vs. Systems Integrator," Industrial Marketing Management, 36 (2), 183-193.
-
(2007)
Industrial Marketing Management
, vol.36
, Issue.2
, pp. 183-193
-
-
Davies, A.1
Brady, T.2
Hobday, M.3
-
16
-
-
80053615216
-
Marketing in the new millennium
-
Doyle, Peter (1995), "Marketing in the New Millennium," European Journal of Marketing, 29 (13), 171-184.
-
(1995)
European Journal of Marketing
, vol.29
, Issue.13
, pp. 171-184
-
-
Peter, D.1
-
18
-
-
0034259449
-
Importance of alternative rewards, Impact of managerial level
-
Dubinsky, Alan J., Rolph E. Anderson, and Rajvi Methta (2000), "Importance of Alternative Rewards, Impact of Managerial Level," Industrial Marketing Management, 29 (5), 427-440.
-
(2000)
Industrial Marketing Management
, vol.29
, Issue.5
, pp. 427-440
-
-
Dubinsky, A.J.1
Anderson, R.E.2
Methta, R.3
-
19
-
-
85089131418
-
Co-production of services
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
Etgar, Michael (2006), "Co-Production of Services," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 128-138.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 128-138
-
-
Etgar, M.1
-
20
-
-
84990392257
-
Your sales force could be your weakness
-
Flynn, Brian H., and Kathleen A. Murray (1993), "Your Sales Force Could Be Your Weakness," Journal of European Business, 5 (2), 45-47.
-
(1993)
Journal of European Business
, vol.5
, Issue.2
, pp. 45-47
-
-
Flynn, B.H.1
Murray, K.A.2
-
21
-
-
0036420402
-
Leveraging Group knowledge for high-performance decision-making
-
Foote, Nathaniel, Leigh Weiss, Eric Matson, and Etienne Wenger (2002), "Leveraging Group Knowledge for High-Performance Decision-Making," Organizational Dynamics, 31 (3), 280-295.
-
(2002)
Organizational Dynamics
, vol.31
, Issue.3
, pp. 280-295
-
-
Foote, N.1
Weiss, L.2
Matson, E.3
Wenger, E.4
-
22
-
-
0002917024
-
Marketing in an information-intensive environment: Strategic implications of knowledge as an asset
-
October
-
Glazer, Rashi (1991), "Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset," Journal of Marketing, 55 (October), 10-19.
-
(1991)
Journal of Marketing
, vol.55
, pp. 10-19
-
-
Glazer, R.1
-
23
-
-
46349107090
-
Service logic revisited: Who creates value? and Who Co-Creates?
-
Grönroos, Christian (2008), "Service Logic Revisited: Who Creates Value? And Who Co-Creates?" European Business Review, 20 (4), 298-314.
-
(2008)
European Business Review
, vol.20
, Issue.4
, pp. 298-314
-
-
Grönroos, C.1
-
24
-
-
20444466983
-
Sales force activities and customer trust
-
Guenzi, Paolo (2002), "Sales Force Activities and Customer Trust," Journal of Marketing Management, 18 (7-8), 749-778.
-
(2002)
Journal of Marketing Management
, vol.18
, Issue.7-8
, pp. 749-778
-
-
Guenzi, P.1
-
25
-
-
84993082500
-
Productivity, quality and relationship marketing in service operations
-
Gummesson, Evert (1998), "Productivity, Quality and Relationship Marketing in Service Operations," International Journal of Contemporary Hospitality Management, 10 (1), 4-15.
-
(1998)
International Journal of Contemporary Hospitality Management
, vol.10
, Issue.1
, pp. 4-15
-
-
Gummesson, E.1
-
27
-
-
85089131035
-
Many-to-Many marketing as grand theory: A nordic school contribution
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
-(2006), "Many-to-Many Marketing as Grand Theory: A Nordic School Contribution," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 339-353.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 339-353
-
-
Gummesson, E.1
-
29
-
-
85089132130
-
ROSEPEKICECIVECI Versus CCV: The resource-operant, skills-exchanging, performance-experiencing, knowledge-informed, competence-enacting, co-producer-involved, value-emerging, customer-interactive view of marketing versus the concept of customer value: 'I Can Get It for You wholesale,'
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
Holbrook, Morris B. (2006), "ROSEPEKICECIVECI Versus CCV: The Resource-Operant, Skills-Exchanging, Performance-Experiencing, Knowledge-Informed, Competence-Enacting, Co-Producer-Involved, Value-Emerging, Customer-Interactive View of Marketing Versus the Concept of Customer Value: 'I Can Get It for You Wholesale,'" in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 208-223.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 208-223
-
-
Holbrook, M.B.1
-
30
-
-
23044522965
-
Fundamental changes in marketing organization: The movement towards a customer-focused organizational structure
-
Homburg Christian, John O. Workman, Jr., and Ove Jensen (2000), "Fundamental Changes in Marketing Organization: The Movement Towards a Customer-Focused Organizational Structure," Journal of the Academy of Marketing Science, 28 (4), 459-479.
-
(2000)
Journal of the Academy of Marketing Science
, vol.28
, Issue.4
, pp. 459-479
-
-
Christian, H.1
Workman Jr., J.O.2
Jensen, O.3
-
31
-
-
0000094609
-
Why salespeople fail
-
Ingram, Thomas N., Charles H. Schwepker, Jr., and Don Hutson (1992), "Why Salespeople Fail," Industrial Marketing Management, 21 (3), 225-230.
-
(1992)
Industrial Marketing Management
, vol.21
, Issue.3
, pp. 225-230
-
-
Ingram, T.N.1
Schwepker Jr., C.H.2
Hutson, D.3
-
32
-
-
0009908735
-
Examining the salesforce culture: Managerial applications and research propositions
-
Jackson, Donald W., Jr., Stephen S. Tax, and John W. Barnes (1994), "Examining the Salesforce Culture: Managerial Applications and Research Propositions," Journal of Personal Selling & Sales Management, 14 (4), 1-14.
-
(1994)
Journal of Personal Selling & Sales Management
, vol.14
, Issue.4
, pp. 1-14
-
-
Jackson Jr., D.W.1
Tax, S.S.2
Barnes, J.W.3
-
33
-
-
41949097698
-
The transition from product to service in business markets: An agenda for academic inquiry
-
Jacob, Frank, and Wolfgang Ulaga (2008), "The Transition from Product to Service in Business Markets: An Agenda for Academic Inquiry," Industrial Marketing Management, 37 (3), 247-253.
-
(2008)
Industrial Marketing Management
, vol.37
, Issue.3
, pp. 247-253
-
-
Jacob, F.1
Ulaga, W.2
-
35
-
-
85089133001
-
Customers as Co-Producers: Implications for marketing strategy effectiveness and marketing operations effciency
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
Kalaignanam, Kartik, and Rajan Varadarajan (2006), "Customers as Co-Producers: Implications for Marketing Strategy Effectiveness and Marketing Operations Effciency," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 166-179.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 166-179
-
-
Kalaignanam, K.1
Varadarajan, R.2
-
36
-
-
33646858103
-
Improving Your Sales with the 'Inside-Out' approach
-
Kennedy, Jerry L. (2006), "Improving Your Sales with the 'Inside-Out' Approach," Teleology and Lubrication Technology, 62 (6), 32-36.
-
(2006)
Teleology and Lubrication Technology
, vol.62
, Issue.6
, pp. 32-36
-
-
Kennedy, J.L.1
-
37
-
-
0004298249
-
The role and challenge of case study design in industrial relations research
-
Keith Whitfeld and George Strauss, eds., Ithaca: Cornell, University Press
-
Kitay, Jim, and Ron Callus (1998), "The Role and Challenge of Case Study Design in Industrial Relations Research," in Researching the World of Work: Strategies and Methods in Studying Industrial Relations, Keith Whitfeld and George Strauss, eds., Ithaca: Cornell University Press, 101-112.
-
(1998)
Researching the World of Work: Strategies and Methods in Studying Industrial Relations
, pp. 101-112
-
-
Kitay, J.1
Callus, R.2
-
38
-
-
33845583701
-
Integrating marketing intelligence sources: Reconsidering the role of the salesforce
-
Le Meunier-FitzHugh, Kenneth, and Nigel F. Piercy (2006), "Integrating Marketing Intelligence Sources: Reconsidering the Role of the Salesforce," International Journal of Market Research, 48 (6), 699-719.
-
(2006)
International Journal of Market Research
, vol.48
, Issue.6
, pp. 699-719
-
-
Le Meunier-Fitz Hugh, K.1
Piercy, N.F.2
-
39
-
-
34250337211
-
Relationships in the purchasing of business to business professional services: The role of personal relationships
-
Lian, Paul S., and Angus W. Laing (2006), "Relationships in the Purchasing of Business to Business Professional Services: The Role of Personal Relationships," Industrial Marketing Management, 36 (6), 709-718.
-
(2006)
Industrial Marketing Management
, vol.36
, Issue.6
, pp. 709-718
-
-
Lian, P.S.1
Laing, A.W.2
-
40
-
-
85009579922
-
Developing loyal customers with a value-adding sales force: Examining customer satisfaction and the perceived credibility of consultative salespeople
-
Liu, Annie H., and Mark P. Leach (2001), "Developing Loyal Customers with a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople," Journal of Personal Selling & Sales Management, 11 (2), 147-156.
-
(2001)
Journal of Personal Selling & Sales Management
, vol.11
, Issue.2
, pp. 147-156
-
-
Liu, A.H.1
Leach, M.P.2
-
41
-
-
0000560436
-
Look to consumers to increase productivity
-
May-June
-
Lovelock, Christopher H., and Robert F. Young (1979), "Look to Consumers to Increase Productivity," Harvard Business Review, 57 (May-June), 168-178.
-
(1979)
Harvard Business Review
, vol.57
, pp. 168-178
-
-
Lovelock, C.H.1
Young, R.F.2
-
42
-
-
84990398490
-
Service-Dominant logic: Reactions, refections and refnements
-
Lusch, Robert F., and Stephen L. Vargo (2006), "Service-Dominant Logic: Reactions, Refections and Refnements," Marketing Theory, 6 (3), 281-288.
-
(2006)
Marketing Theory
, vol.6
, Issue.3
, pp. 281-288
-
-
Lusch, R.F.1
Vargo, S.L.2
-
43
-
-
33846332707
-
Competing through service: Insights from service-dominant logic
-
and Matthew O'Brien
-
-,-, and Matthew O'Brien (2007), "Competing Through Service: Insights from Service-Dominant Logic," Journal of Retailing, 83 (1), 5-18.
-
(2007)
Journal of Retailing
, vol.83
, Issue.1
, pp. 5-18
-
-
Lusch, R.F.1
Vargo, S.L.2
-
44
-
-
77950460213
-
Service, value networks and learning
-
and Mohan Tanniru
-
-,-, and Mohan Tanniru (2010), "Service, Value Networks and Learning," Journal of the Academy of Marketing Science, 38 (1), 19-31.
-
(2010)
Journal of the Academy of Marketing Science
, vol.38
, Issue.1
, pp. 19-31
-
-
Lusch, R.F.1
Vargo, S.L.2
-
45
-
-
30344433279
-
Customer orientation, conflict, and innovativeness in Japanese sales departments
-
DOI 10.1016/j.jbusres.2005.06.002, PII S0148296305000664
-
Matsuo, Makoto (2006), "Customer Orientation, Confict and Innovativeness in Japanese Sales Departments," Journal of Business Research, 59 (2), 242-250. (Pubitemid 43055729)
-
(2006)
Journal of Business Research
, vol.59
, Issue.2
, pp. 242-250
-
-
Matsuo, M.1
-
46
-
-
0442281678
-
Processual issues in key account management: Underpinning the customer-facing organisation
-
Millman, Tony, and Kevin Wilson (1999), "Processual Issues in Key Account Management: Underpinning the Customer-Facing Organisation," Journal of Business and Industrial Marketing, 14 (4), 328-337.
-
(1999)
Journal of Business and Industrial Marketing
, vol.14
, Issue.4
, pp. 328-337
-
-
Millman, T.1
Wilson, K.2
-
47
-
-
10344249982
-
The evolution of the seven steps of selling
-
DOI 10.1016/j.indmarman.2004.06.001, PII S0019850104000525
-
Moncrief, William C., and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling," Industrial Marketing Management, 34 (1), 13-22. (Pubitemid 39631003)
-
(2005)
Industrial Marketing Management
, vol.34
, Issue.1
, pp. 13-22
-
-
Moncrief, W.C.1
Marshall, G.W.2
-
48
-
-
46349104293
-
Managing the co-creation of value
-
Payne, Adrian F., Kaj Storbacka, and Penny Frow (2008), "Managing the Co-Creation of Value," Journal of the Academy of Marketing Science, 36 (1), 83-96.
-
(2008)
Journal of the Academy of Marketing Science
, vol.36
, Issue.1
, pp. 83-96
-
-
Payne, A.F.1
Storbacka, K.2
Frow, P.3
-
49
-
-
33749414556
-
Sales force involvement in product design: The influence on the relationships between consulting-oriented sales management programs and performance
-
DOI 10.2753/MTP1069-6679140103
-
Pelham, Alfred (2006), "Sales Force Involvement in Product Design: The Infuence on the Relationship Between Consulting-Oriented Sales Management Programs and Performance," Journal of Marketing Theory and Practice, 14 (1), 37-55. (Pubitemid 44501562)
-
(2006)
Journal of Marketing Theory and Practice
, vol.14
, Issue.1
, pp. 37-55
-
-
Pelham, A.1
-
51
-
-
21244495750
-
Transformation of the traditional salesforce: Imperatives for intelligence, interface and integration
-
Piercy, Nigel F., and Nikala Lane (2003), "Transformation of the Traditional Salesforce: Imperatives for Intelligence, Interface and Integration," Journal of Marketing Management, 19 (5-6), 563-582.
-
(2003)
Journal of Marketing Management
, vol.19
, Issue.5-6
, pp. 563-582
-
-
Piercy, N.F.1
Lane, N.2
-
52
-
-
33845581188
-
Strategic imperatives for transformation in the conventional sales organization
-
DOI 10.1080/14697010500175094
-
-, and-(2005), "Strategic Imperatives for Transformation in the Conventional Sales Organization," Journal of Change Management, 5 (3), 249-266. (Pubitemid 41508362)
-
(2005)
Journal of Change Management
, vol.5
, Issue.3
, pp. 249-266
-
-
Piercy, N.F.1
Lane, N.2
-
53
-
-
80053598213
-
Set the controls: When is more sales management controls better sales Management control?
-
September-October
-
-, David W. Cravens, and Nikala Lane (2007), "Set the Controls: When Is More Sales Management Controls Better Sales Management Control?" Marketing Management, 16 (September-October), 17-25.
-
(2007)
Marketing Management
, vol.16
, pp. 17-25
-
-
Cravens, D.W.1
Lane, N.2
-
54
-
-
0001269149
-
A framework for personal selling to organizations
-
Plank, Richard E., and William A. Dempsey (1980), "A Framework for Personal Selling to Organizations," Industrial Marketing Management, 9 (2), 143-149.
-
(1980)
Industrial Marketing Management
, vol.9
, Issue.2
, pp. 143-149
-
-
Plank, R.E.1
Dempsey, W.A.2
-
55
-
-
0002422766
-
Co-Opting customer competence
-
Pralahad, C.K., and Venkat Ramaswamy (2000), "Co-Opting Customer Competence," Harvard Business Review, 78 (1), 79-87.
-
(2000)
Harvard Business Review
, vol.78
, Issue.1
, pp. 79-87
-
-
Pralahad, C.K.1
Ramaswamy, V.2
-
56
-
-
4644349461
-
Co-creation experiences: The next practice in value creation
-
DOI 10.1002/dir.20015
-
-, and-(2004), "Co-Creation Experiences: The Next Practice in Value Creation," Journal of Interactive Marketing, 18 (3), 5-14. (Pubitemid 39289314)
-
(2004)
Journal of Interactive Marketing
, vol.18
, Issue.3
, pp. 5-14
-
-
Prahalad, C.K.1
Ramaswamy, V.2
-
57
-
-
85089132482
-
How does marketing strategy change in a service-based world? implications and directions for research
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
Rust, Roland T., and Bebora V. Thompson (2006), "How Does Marketing Strategy Change in a Service-Based World? Implications and Directions for Research," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 381-392.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 381-392
-
-
Rust, R.T.1
Thompson, B.V.2
-
59
-
-
34547747224
-
The shift in sales organizations in business-to-business services markets
-
Sharma, Arun (2007), "The Shift in Sales Organizations in Business-to-Business Services Markets," Journal of Services Marketing, 21 (5), 326-333.
-
(2007)
Journal of Services Marketing
, vol.21
, Issue.5
, pp. 326-333
-
-
Sharma, A.1
-
60
-
-
85009599232
-
Service quality and the sales force: A tool for competitive advantage
-
Shepherd, C.D. (1999), "Service Quality and the Sales Force: A Tool for Competitive Advantage," Journal of Personal Selling & Sales Management, 14 (3), 73-82.
-
(1999)
Journal of Personal Selling & Sales Management
, vol.14
, Issue.3
, pp. 73-82
-
-
Shepherd, C.D.1
-
61
-
-
0000824501
-
The evolution of relationship marketing
-
Sheth, Jagdish N., and Atul Parvatiyar (1995), "The Evolution of Relationship Marketing," International Business Review, 4 (4), 397-418.
-
(1995)
International Business Review
, vol.4
, Issue.4
, pp. 397-418
-
-
Sheth, J.N.1
Parvatiyar, A.2
-
62
-
-
41849118800
-
The impact of the product to service shift in industrial markets and the evolution of the sales organization
-
and Arun Sharma
-
-, and Arun Sharma (2008), "The Impact of the Product to Service Shift in Industrial Markets and the Evolution of the Sales Organization," Industrial Marketing Management, 37 (3), 260-269.
-
(2008)
Industrial Marketing Management
, vol.37
, Issue.3
, pp. 260-269
-
-
Sheth, J.N.1
Parvatiyar, A.2
-
63
-
-
3042779389
-
Supply chain competency: Learning as a key component
-
DOI 10.1108/13598540210414373
-
Spekman, Robert, Joseph Spear, and John Kamauff (2002), "Supply Chain Competency: Learning as a Key Component," Supply Chain Management: An International Journal, 7 (1), 41-55. (Pubitemid 38947710)
-
(2002)
Supply Chain Management
, vol.7
, Issue.1
, pp. 41-55
-
-
Spekman, R.E.1
Spear, J.2
Kamauff, J.3
-
64
-
-
80053591215
-
Zen and the art of marketing maintenance: The changing role of selling in marketing relationships
-
Elizabeth J. Wilson and Joseph F. Hair, Jr., eds., Phoenix: Academy of Marketing Science
-
Stafford, Thomas F. (1996), "Zen and the Art of Marketing Maintenance: The Changing Role of Selling in Marketing Relationships," in Developments in Marketing Science, Elizabeth J. Wilson and Joseph F. Hair, Jr., eds., Phoenix: Academy of Marketing Science, 258-262.
-
(1996)
Developments in Marketing Science
, pp. 258-262
-
-
Stafford, T.F.1
-
65
-
-
34548371819
-
Rethinking customer solutions: From product bundles to relational processes
-
Tuli, Kapil R., Ajay K. Kohli, and Sundar G. Bharadwaj (2007), "Rethinking Customer Solutions: From Product Bundles to Relational Processes," Journal of Marketing, 71 (3), 1-17.
-
(2007)
Journal of Marketing
, vol.71
, Issue.3
, pp. 1-17
-
-
Tuli, K.R.1
Kohli, A.K.2
Bharadwaj, S.G.3
-
66
-
-
1642587247
-
Evolving to a New Dominant Logic for Marketing
-
Vargo, Stephen L., and Robert F. Lusch (2004), "Evolving to a New Dominant Logic for Marketing," Journal of Marketing, 68 (1), 1-17. (Pubitemid 38411271)
-
(2004)
Journal of Marketing
, vol.68
, Issue.1
, pp. 1-17
-
-
Vargo, S.L.1
Lusch, R.F.2
-
67
-
-
85063260164
-
Service-Dominant logic: What It Is, What It Is not, what it might be
-
Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
-, and-(2006), "Service-Dominant Logic: What It Is, What It Is Not, What It Might Be," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 43-56.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 43-56
-
-
Vargo, S.L.1
Lusch, R.F.2
-
68
-
-
41549086861
-
Service-Dominant logic: Continuing the evolution
-
-, and-(2008), "Service-Dominant Logic: Continuing the Evolution," Journal of the Academy Marketing Science, 36 (1), 1-10.
-
(2008)
Journal of the Academy Marketing Science
, vol.36
, Issue.1
, pp. 1-10
-
-
Vargo, S.L.1
Lusch, R.F.2
-
69
-
-
22644451283
-
Personal selling and sales management: A relationship marketing perspective
-
Weitz, Barton A., and Kevin D. Bradford (1999), "Personal Selling and Sales Management: A Relationship Marketing Perspective," Journal of the Academy of Marketing Science, 27 (2), 241-254.
-
(1999)
Journal of the Academy of Marketing Science
, vol.27
, Issue.2
, pp. 241-254
-
-
Weitz, B.A.1
Bradford, K.D.2
-
70
-
-
0000711679
-
Managing the industrial sales force of the 1990s
-
Wilson, Kevin (1993), "Managing the Industrial Sales Force of the 1990s," Journal of Marketing Management, 9 (2), 123-139.
-
(1993)
Journal of Marketing Management
, vol.9
, Issue.2
, pp. 123-139
-
-
Wilson, K.1
-
71
-
-
0031536393
-
Customer value: The next source for competitive advantage
-
Woodruff, Robert B. (1997), "Customer Value: The Next Source for Competitive Advantage," Journal of the Academy of Marketing Science, 25 (2), 139-153.
-
(1997)
Journal of the Academy of Marketing Science
, vol.25
, Issue.2
, pp. 139-153
-
-
Woodruff, R.B.1
-
72
-
-
85089131212
-
Marketing's service dominant logic and customer value
-
and Danial J. Flint Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe
-
-, and Danial J. Flint (2006), "Marketing's Service Dominant Logic and Customer Value," in The Service Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen L. Vargo, eds., Armonk, NY: M.E. Sharpe, 183-196.
-
(2006)
The Service Dominant Logic of Marketing: Dialog, Debate, and Directions
, pp. 183-196
-
-
Woodruff, R.B.1
-
74
-
-
0002667763
-
Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence
-
Zeithaml, Valarie A. (1988), "Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence," Journal of Marketing, 52 (3), 2-22.
-
(1988)
Journal of Marketing
, vol.52
, Issue.3
, pp. 2-22
-
-
Zeithaml, V.A.1
|