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Volumn 41, Issue 1, 2012, Pages 4-7

Value in Business and Industrial Marketing

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EID: 84856777092     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2011.11.006     Document Type: Editorial
Times cited : (16)

References (25)
  • 1
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    • Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process
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    • Aarikka-Stenroos, L. and Jaakkola, E. (in press). Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Aarikka-Stenroos, L.1    Jaakkola, E.2
  • 2
    • 0032200860 scopus 로고    scopus 로고
    • Business marketing: Understand what customers value
    • Anderson J.C., Narus J.A. Business marketing: Understand what customers value. Harvard Business Review 1998, 76(6):53-65.
    • (1998) Harvard Business Review , vol.76 , Issue.6 , pp. 53-65
    • Anderson, J.C.1    Narus, J.A.2
  • 3
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    • Value innovation, deliberate learning mechanisms and information from supply chain partners
    • (in press).
    • Berghman, L., Matthyssens, P., & Vandenbempt, K. (in press). Value innovation, deliberate learning mechanisms and information from supply chain partners. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Berghman, L.1    Matthyssens, P.2    Vandenbempt, K.3
  • 4
    • 84856767222 scopus 로고    scopus 로고
    • Manufacturers' reliance on channel intermediaries: value drivers in the presence of a direct web channel
    • (in press).
    • Chung, C., Chatterjee, S. & Sengupta, S. (in press). Manufacturers' reliance on channel intermediaries: value drivers in the presence of a direct web channel. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Chung, C.1    Chatterjee, S.2    Sengupta, S.3
  • 5
    • 84856788820 scopus 로고    scopus 로고
    • The\ impact of network configurations on value constellations in business markets: The case of an innovation network
    • (in press).
    • Corsaro, D., Ramos, C., Henneberg, S.C., & Naudé, P. (in press). The\ impact of network configurations on value constellations in business markets: The case of an innovation network. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Corsaro, D.1    Ramos, C.2    Henneberg, S.C.3    Naudé, P.4
  • 8
    • 84856768992 scopus 로고    scopus 로고
    • The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences
    • (in press).
    • Geiger, I., Lefaix-Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., & Lee, Y. (in press). The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Geiger, I.1    Lefaix-Durand, A.2    Saab, S.3    Kleinaltenkamp, M.4    Baxter, R.5    Lee, Y.6
  • 9
    • 84856767269 scopus 로고    scopus 로고
    • Creating value in business relationships: The role of sales
    • (in press).
    • Haas, A., Snehota, I., & Corsaro, D. (in press). Creating value in business relationships: The role of sales. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Haas, A.1    Snehota, I.2    Corsaro, D.3
  • 12
    • 84856785038 scopus 로고    scopus 로고
    • A framework of brand value in B2B markets: The contributing role of functional and emotional components
    • (in press).
    • Leek, S. & Christodoulides, G. (in press). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Leek, S.1    Christodoulides, G.2
  • 14
    • 23644458251 scopus 로고    scopus 로고
    • Value in business markets: What do we know? Where are we going?
    • Lindgreen A., Wynstra F. Value in business markets: What do we know? Where are we going?. Industrial Marketing Management 2005, 34(7):732-748.
    • (2005) Industrial Marketing Management , vol.34 , Issue.7 , pp. 732-748
    • Lindgreen, A.1    Wynstra, F.2
  • 17
    • 84856802384 scopus 로고    scopus 로고
    • The mediating role of key supplier relationship management practices on supply chain orientation: the organizational buying effectiveness link
    • (in press).
    • Miocevic, D. & Crnjak-Karanovic, B. (in press). The mediating role of key supplier relationship management practices on supply chain orientation: the organizational buying effectiveness link. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Miocevic, D.1    Crnjak-Karanovic, B.2
  • 18
    • 84856781692 scopus 로고    scopus 로고
    • Creating superior customer value for B2B firms through supplier firm capabilities
    • (in press).
    • O'Cass, A. & Ngo, L.V. (in press). Creating superior customer value for B2B firms through supplier firm capabilities. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • O'Cass, A.1    Ngo, L.V.2
  • 19
    • 84856767915 scopus 로고    scopus 로고
    • Much is not always better: The impact of relationship functions on customer-perceived relationship value
    • (in press).
    • Ritter, T. & Walter, A. (in press). Much is not always better: The impact of relationship functions on customer-perceived relationship value. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Ritter, T.1    Walter, A.2
  • 20
    • 84856805206 scopus 로고    scopus 로고
    • Communicative skills that support value creation: A study of B2B Interactions between customers and customer service representatives
    • (in press).
    • Salomonsen, N., Åberg, A., & Allwood, J. (in press). Communicative skills that support value creation: A study of B2B Interactions between customers and customer service representatives. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Salomonsen, N.1    Åberg, A.2    Allwood, J.3
  • 21
    • 84856783509 scopus 로고    scopus 로고
    • Value for value: The dynamics of supplier value in collaborative new product development
    • (in press).
    • Smals, R.G.M. & Smits, A.A.J. (in press). Value for value: The dynamics of supplier value in collaborative new product development. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Smals, R.G.M.1    Smits, A.A.J.2
  • 22
    • 84856808273 scopus 로고    scopus 로고
    • Value creation and firm sales performance: the mediating roles of strategic account management and relationship perception
    • (in press).
    • Sullivan, U.Y., Peterson, R.M., & Krishnan, V. (in press). Value creation and firm sales performance: the mediating roles of strategic account management and relationship perception. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Sullivan, U.Y.1    Peterson, R.M.2    Krishnan, V.3
  • 23
    • 84856805931 scopus 로고    scopus 로고
    • It's almost like taking the sales out of selling: Towards a conceptualization of value-based selling in business markets
    • (in press).
    • Terho, H., Haas, A., Eggert, A., & Ulaga, W. (in press). It's almost like taking the sales out of selling: Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Terho, H.1    Haas, A.2    Eggert, A.3    Ulaga, W.4
  • 24
    • 84856774705 scopus 로고    scopus 로고
    • A value-in-process analysis of relationship interactions in non-Equity alliances
    • (in press).
    • Toon, M., Robson, M.J., & Morgan, R.E. (in press). A value-in-process analysis of relationship interactions in non-Equity alliances. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Toon, M.1    Robson, M.J.2    Morgan, R.E.3
  • 25
    • 84856770976 scopus 로고    scopus 로고
    • Reciprocal value propositions in practice: Constraints in digital markets
    • (in press).
    • Truong, Y., Simmons, G., & Palmer, M. (in press). Reciprocal value propositions in practice: Constraints in digital markets. Industrial Marketing Management, 41 (1).
    • Industrial Marketing Management , vol.41 , Issue.1
    • Truong, Y.1    Simmons, G.2    Palmer, M.3


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