Unpacking value creation and delivery: Orientation, capabilities, practices, and outcomes

Industrial Marketing Management

Volumn 41, Issue 1, 2012, Pages 8-10

  Beverland, Michael B ^a,b  

^a UNIVERSITY OF BATH   (United Kingdom)

^b RMIT UNIVERSITY   (Australia)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84856771755     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2011.11.005     Document Type: Article

References (21)

1. Aarikka-Stenroos L., Jaakkola E. Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process. Industrial Marketing Management 2012, 41(1):15-26. (this issue).
2. Berghman L., Matthyssens P., Vandenbempt K. Value innovation, deliberate learning mechanisms and information from supply chain partners. Industrial Marketing Management 2012, 41(1):27-39. (this issue).
3. Beverland M.B. Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory study. Journal of Personal Selling & Sales Management 2001, 21(3):207-216.
4. Chung C., Chatterjee S., Sengupta S. Manufacturers' reliance on channel intermediaries: value drivers in the presence of a direct web channel. Industrial Marketing Management 2012, 41(1):40-53. (this issue).
5. Corsaro D., Ramos C., Henneberg S.C., Naudé P. The impact of network configurations on value constellations in business markets: The case of an innovation network. Industrial Marketing Management 2012, 41(1):54-67. (this issue).
6. Faroughian F.F., Kalafatis S.P., Ledden L., Samouel P., Tsogas M.H. Value and risk in business-to-business e-banking. Industrial Marketing Management 2012, 41(1):68-81. (this issue).
7. Flint Daniel J., Woodruff Robert B., Gardial Sarah Exploring the phenomenon of clients' desired value change in a business-to-business context. Journal of Marketing 2002, October, 66:102-117.
8. Geiger I., Lefaix-Durand A., Saab S., Kleinaltenkamp M., Baxter R., Lee Y. The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences. Industrial Marketing Management 2012, 41(1):82-93. (this issue).
9. Haas A., Snehota I., Corsaro D. Creating value in business relationships: The role of sales. Industrial Marketing Management 2012, 41(1):94-105. (this issue).
10. Leek S., Christodoulides G. A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management 2012, 41(1):106-114. (this issue).
11. Lindgreen Adam, Wynstra Finn Value in business markets: What do we know? Where are we going?. Industrial Marketing Management 2005, 34(7):732-748.
12. Miocevic D., Crnjak-Karanovic B. The mediating role of key supplier relationship management practices on supply chain orientation: the organizational buying effectiveness link. Industrial Marketing Management 2012, 41(1):115-124. (this issue).
13. O'Cass A., Ngo L.V. Creating superior customer value for B2B firms through supplier firm capabilities. Industrial Marketing Management 2012, 41(1):125-135. (this issue).
14. Ritter T., Walter A. Much is not always better: The impact of relationship functions on customer-perceived relationship value. Industrial Marketing Management 2012, 41(1):136-144. (this issue).
15. Salomonsen N., Åberg A., Allwood J. Communicative skills that support value creation: A study of B2B Interactions between customers and customer service representatives. Industrial Marketing Management 2012, 41(1):145-155. (this issue).
16. Smals R.G.M., Smits A.A.J. Value for value: The dynamics of supplier value in collaborative new product development. Industrial Marketing Management 2012, 41(1):156-165. (this issue).
17. Sullivan U.Y., Peterson R.M., Krishnan V. Value creation and firm sales performance: the mediating roles of strategic account management and relationship perception. Industrial Marketing Management 2012, 41(1):166-173. (this issue).
18. Terho H., Haas A., Eggert A., Ulaga W. It's almost like taking the sales out of selling: Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management 2012, 41(1):174-185. (this issue).
19. Toon M., Robson M.J., Morgan R.E. A value-in-process analysis of relationship interactions in non-Equity alliances. Industrial Marketing Management 2012, 41(1):186-196. (this issue).
20. Truong Y., Simmons G., Palmer M. Reciprocal value propositions in practice: Constraints in digital markets. Industrial Marketing Management 2012, 41(1):197-206. (this issue).
21. Vargo Stephen L., Lusch Robert F. Evolving to a new dominant logic for marketing. Journal of Marketing 2004, January, 68:1-17.