메뉴 건너뛰기




Volumn 32, Issue 3, 2014, Pages 487-498

Nature and role of customer satisfaction in the solution business

Author keywords

Business buying; Consulting; Mixed methods; Satisfaction; Solution

Indexed keywords


EID: 84899922638     PISSN: 02632373     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.emj.2013.08.002     Document Type: Article
Times cited : (13)

References (114)
  • 1
    • 85089131290 scopus 로고    scopus 로고
    • The service-dominant logic for marketing: A critique
    • ME Sharpe, Armonk, NY, R.F. Lusch, S.L. Vargo (Eds.)
    • Achrol R.S., Kotler P. The service-dominant logic for marketing: A critique. The service-dominant logic of marketing 2006, 320-333. ME Sharpe, Armonk, NY. R.F. Lusch, S.L. Vargo (Eds.).
    • (2006) The service-dominant logic of marketing , pp. 320-333
    • Achrol, R.S.1    Kotler, P.2
  • 4
    • 41949142807 scopus 로고    scopus 로고
    • A long perspective on marketing
    • Ambler T. A long perspective on marketing. European Business Forum 2005, 21:50-53.
    • (2005) European Business Forum , vol.21 , pp. 50-53
    • Ambler, T.1
  • 5
    • 0032200860 scopus 로고    scopus 로고
    • Business marketing: Understanding what customers value
    • Anderson J.C., Narus J.A. Business marketing: Understanding 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
  • 7
    • 0001874463 scopus 로고
    • Strategies for a technology-based business
    • Ansoff H.I., Stewart J.M. Strategies for a technology-based business. Harvard Business Review 1967, 45(6):71-83.
    • (1967) Harvard Business Review , vol.45 , Issue.6 , pp. 71-83
    • Ansoff, H.I.1    Stewart, J.M.2
  • 8
    • 0013490720 scopus 로고
    • The role of measurement in theory construction and hypothesis testing
    • American Marketing Association, Chicago, O.C. Ferrell, S.W. Brown, C.W. Lamb (Eds.)
    • Bagozzi R.P. The role of measurement in theory construction and hypothesis testing. Conceptual and theoretical developments in marketing 1979, 15-32. American Marketing Association, Chicago. O.C. Ferrell, S.W. Brown, C.W. Lamb (Eds.).
    • (1979) Conceptual and theoretical developments in marketing , pp. 15-32
    • Bagozzi, R.P.1
  • 9
    • 0001685244 scopus 로고
    • Effects of prior knowledge and experience and phase of the choice process on consumer decision processes: A protocol analysis
    • Bellman J.R., Park C.W. Effects of prior knowledge and experience and phase of the choice process on consumer decision processes: A protocol analysis. Journal of Consumer Research 1980, 7(3):234-248.
    • (1980) Journal of Consumer Research , vol.7 , Issue.3 , pp. 234-248
    • Bellman, J.R.1    Park, C.W.2
  • 10
    • 0037254312 scopus 로고    scopus 로고
    • Psychological implications of customer participation in co-production
    • Bendapudi N., Leone R.P. Psychological implications of customer participation in co-production. Journal of Marketing 2003, 67(1):14-28.
    • (2003) Journal of Marketing , vol.67 , Issue.1 , pp. 14-28
    • Bendapudi, N.1    Leone, R.P.2
  • 11
    • 84899944052 scopus 로고    scopus 로고
    • Starting prices and consumer sensitivity to customization. Marketing Science Institute Working Paper, No. 12-114.
    • Bertini, M., & Wathieu, L. (2012). Starting prices and consumer sensitivity to customization. Marketing Science Institute Working Paper, No. 12-114.
    • (2012)
    • Bertini, M.1    Wathieu, L.2
  • 14
    • 0035587036 scopus 로고    scopus 로고
    • Buyer-supplier relationships and customer firm costs
    • Cannon J.P., Homburg C. Buyer-supplier relationships and customer firm costs. Journal of Marketing 2001, 65(1):29-43.
    • (2001) Journal of Marketing , vol.65 , Issue.1 , pp. 29-43
    • Cannon, J.P.1    Homburg, C.2
  • 17
    • 84857040448 scopus 로고    scopus 로고
    • Personal relationships and innovation diffusion in SME networks: A content analysis approach
    • Ceci F., Iubatti D. Personal relationships and innovation diffusion in SME networks: A content analysis approach. Research Policy 2012, 41(3):565-579.
    • (2012) Research Policy , vol.41 , Issue.3 , pp. 565-579
    • Ceci, F.1    Iubatti, D.2
  • 18
    • 79251574659 scopus 로고    scopus 로고
    • Balancing specialized and generic capabilities in the provision of integrated solutions
    • Ceci F., Masini A. Balancing specialized and generic capabilities in the provision of integrated solutions. Industrial & Corporate Change 2011, 20(1):91-131.
    • (2011) Industrial & Corporate Change , vol.20 , Issue.1 , pp. 91-131
    • Ceci, F.1    Masini, A.2
  • 19
    • 46649095215 scopus 로고    scopus 로고
    • Configuring capabilities for integrated solutions: Evidence from the IT sector
    • Ceci F., Prencipe A. Configuring capabilities for integrated solutions: Evidence from the IT sector. Industry & Innovation 2008, 15(3):277-296.
    • (2008) Industry & Innovation , vol.15 , Issue.3 , pp. 277-296
    • Ceci, F.1    Prencipe, A.2
  • 20
    • 0003095695 scopus 로고    scopus 로고
    • The partial least squares approach for structural equation modeling
    • Lawrence Erlbaum Associates, London, G.A. Marcoulides (Ed.)
    • Chin W.W. The partial least squares approach for structural equation modeling. Modern methods for business research 1998, 295-336. Lawrence Erlbaum Associates, London. G.A. Marcoulides (Ed.).
    • (1998) Modern methods for business research , pp. 295-336
    • Chin, W.W.1
  • 21
    • 84859941696 scopus 로고    scopus 로고
    • Make or break: A simple non-compensatory customer satisfaction model
    • Chrzan K., Kemery M. Make or break: A simple non-compensatory customer satisfaction model. International Journal of Market Research 2012, 54(2):163-176.
    • (2012) International Journal of Market Research , vol.54 , Issue.2 , pp. 163-176
    • Chrzan, K.1    Kemery, M.2
  • 22
    • 0001878819 scopus 로고
    • A paradigm for developing better measures of marketing constructs
    • Churchill G.A. A paradigm for developing better measures of marketing constructs. Journal of Marketing Research 1979, 16:64-73.
    • (1979) Journal of Marketing Research , vol.16 , pp. 64-73
    • Churchill, G.A.1
  • 23
    • 41949107261 scopus 로고    scopus 로고
    • Marketing solutions in accordance with the S-D logic: Co-creating value with customer network actors
    • Cova B., Salle R. Marketing solutions in accordance with the S-D logic: Co-creating value with customer network actors. Industrial Marketing Management 2008, 37(3):270-277.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 270-277
    • Cova, B.1    Salle, R.2
  • 26
    • 84888198555 scopus 로고    scopus 로고
    • Words, words, mere words? An analysis of services customers' perception of evaluative concepts
    • Dano F., Llosa S., Orshinger C. Words, words, mere words? An analysis of services customers' perception of evaluative concepts. Quality Management Journal 2006, 13(2):46-53.
    • (2006) Quality Management Journal , vol.13 , Issue.2 , pp. 46-53
    • Dano, F.1    Llosa, S.2    Orshinger, C.3
  • 27
    • 18744415856 scopus 로고    scopus 로고
    • Are firms moving 'downstream' into high-value services?
    • Imperial College Press, London, J. Tidd, F.M. Hull (Eds.)
    • Davies A. Are firms moving 'downstream' into high-value services?. Service innovation 2003, 21-34. Imperial College Press, London. J. Tidd, F.M. Hull (Eds.).
    • (2003) Service innovation , pp. 21-34
    • Davies, A.1
  • 28
    • 6944232131 scopus 로고    scopus 로고
    • Moving base into high-value integrated solutions: A value stream approach
    • Davies A. Moving base into high-value integrated solutions: A value stream approach. Industrial & Corporate Change 2004, 13(5):727-756.
    • (2004) Industrial & Corporate Change , vol.13 , Issue.5 , pp. 727-756
    • Davies, A.1
  • 30
    • 33846666207 scopus 로고    scopus 로고
    • Organizing for solutions: Systems seller vs. systems integrator
    • Davies A., Brady T., Hobday M. Organizing for solutions: Systems seller vs. systems integrator. Industrial Marketing Management 2007, 36(2):183-193.
    • (2007) Industrial Marketing Management , vol.36 , Issue.2 , pp. 183-193
    • Davies, A.1    Brady, T.2    Hobday, M.3
  • 31
    • 0002370333 scopus 로고
    • Marketing theory with a strategic orientation
    • Day G.S., Wensley R. Marketing theory with a strategic orientation. Journal of Marketing 1983, 47(Fall):79-89.
    • (1983) Journal of Marketing , vol.47 , Issue.Fall , pp. 79-89
    • Day, G.S.1    Wensley, R.2
  • 32
    • 0002607378 scopus 로고
    • Assessing advantage: A framework for diagnosing competitive superiority
    • Day G.S., Wensley R. Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing 1988, 52:1-20.
    • (1988) Journal of Marketing , vol.52 , pp. 1-20
    • Day, G.S.1    Wensley, R.2
  • 33
    • 4344610568 scopus 로고    scopus 로고
    • Toward extending the compromise effect to complex buying contexts
    • Dhar R., Menon A., Maach B. Toward extending the compromise effect to complex buying contexts. Journal of Marketing Research 2004, 41(3):258-261.
    • (2004) Journal of Marketing Research , vol.41 , Issue.3 , pp. 258-261
    • Dhar, R.1    Menon, A.2    Maach, B.3
  • 34
  • 35
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney P.M., Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 1997, 61(2):35.
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35
    • Doney, P.M.1    Cannon, J.P.2
  • 37
    • 0001107022 scopus 로고
    • Output sector munificence effects on the internal political economy of marketing channels
    • Dwyer F.R., Sejo O. Output sector munificence effects on the internal political economy of marketing channels. Journal of Marketing Research 1987, 24(4):347-358.
    • (1987) Journal of Marketing Research , vol.24 , Issue.4 , pp. 347-358
    • Dwyer, F.R.1    Sejo, O.2
  • 38
    • 48849095664 scopus 로고    scopus 로고
    • Influence of customer participation on creating and sharing of new product value
    • Fang E., Palmatier R.W., Evans K.R. Influence of customer participation on creating and sharing of new product value. Journal of the Academy of Marketing Science 2008, 36(3):322-336.
    • (2008) Journal of the Academy of Marketing Science , vol.36 , Issue.3 , pp. 322-336
    • Fang, E.1    Palmatier, R.W.2    Evans, K.R.3
  • 39
    • 70349307508 scopus 로고    scopus 로고
    • Testing the value of customization: When do customers really prefer products tailored to their preferences
    • Franke N., Keinz P., Steger C.J. Testing the value of customization: When do customers really prefer products tailored to their preferences. Journal of Marketing 2009, 73(5):103-121.
    • (2009) Journal of Marketing , vol.73 , Issue.5 , pp. 103-121
    • Franke, N.1    Keinz, P.2    Steger, C.J.3
  • 41
    • 33751585962 scopus 로고    scopus 로고
    • Customizing complex products: When should the vendor take control?
    • Ghosh M., Dutta S., Stremersch S. Customizing complex products: When should the vendor take control?. Journal of Marketing Research 2006, 43(4):664-679.
    • (2006) Journal of Marketing Research , vol.43 , Issue.4 , pp. 664-679
    • Ghosh, M.1    Dutta, S.2    Stremersch, S.3
  • 42
    • 84864956746 scopus 로고    scopus 로고
    • Does PLS have advantages for small sample size or non-normal data?
    • 981-A16
    • Goodhue D.L., Lewis W., Thompson R. Does PLS have advantages for small sample size or non-normal data?. MIS Quarterly 2012, 36(3). 981-A16.
    • (2012) MIS Quarterly , vol.36 , Issue.3
    • Goodhue, D.L.1    Lewis, W.2    Thompson, R.3
  • 44
    • 0002587470 scopus 로고
    • Relationship atmosphere in international business
    • Routledge, London, S.J. Paliwoda (Ed.)
    • Hallén L., Sandstroem M. Relationship atmosphere in international business. New perspectives on international marketing 1991, 108-125. Routledge, London. S.J. Paliwoda (Ed.).
    • (1991) New perspectives on international marketing , pp. 108-125
    • Hallén, L.1    Sandstroem, M.2
  • 45
    • 33745333855 scopus 로고
    • Consultative selling: Get to know your customer's problem
    • Hanan M. Consultative selling: Get to know your customer's problem. Management Review 1986, 75(4):25.
    • (1986) Management Review , vol.75 , Issue.4 , pp. 25
    • Hanan, M.1
  • 46
    • 84899939069 scopus 로고    scopus 로고
    • Better B2B selling. McKinsey Quarterly, web exclusive, June.
    • Hancock, M. Q., John, R. H., & Wojcik, P. J. (2005). Better B2B selling. McKinsey Quarterly, web exclusive, June.
    • (2005)
    • Hancock, M.Q.1    John, R.H.2    Wojcik, P.J.3
  • 47
    • 85009636868 scopus 로고    scopus 로고
    • The interaction between language and culture: A test of the cultural accommodation hypothesis in seven countries
    • Harzing A.-W., Maznevski M. The interaction between language and culture: A test of the cultural accommodation hypothesis in seven countries. Language and Intercultural Communication 2002, 2(2):120-139.
    • (2002) Language and Intercultural Communication , vol.2 , Issue.2 , pp. 120-139
    • Harzing, A.-W.1    Maznevski, M.2
  • 48
    • 67650075327 scopus 로고    scopus 로고
    • How to become a solution provider: System supplier's strategic tools
    • Helander A., Moeller K. How to become a solution provider: System supplier's strategic tools. Journal of Business-to-Business Marketing 2008, 15(3):247-287.
    • (2008) Journal of Business-to-Business Marketing , vol.15 , Issue.3 , pp. 247-287
    • Helander, A.1    Moeller, K.2
  • 50
    • 85016345985 scopus 로고    scopus 로고
    • On closeness to the customer in industrial markets
    • Homburg C. On closeness to the customer in industrial markets. Journal of Business-to-Business Marketing 1998, 4(4):35.
    • (1998) Journal of Business-to-Business Marketing , vol.4 , Issue.4 , pp. 35
    • Homburg, C.1
  • 51
    • 33646179787 scopus 로고    scopus 로고
    • Relationship characteristics as moderators of the satisfaction-loyalty link: Findings in a business-to-business context
    • Homburg C., Giering A., Menon A. Relationship characteristics as moderators of the satisfaction-loyalty link: Findings in a business-to-business context. Journal of Business-to-Business Marketing 2003, 10(3):35-62.
    • (2003) Journal of Business-to-Business Marketing , vol.10 , Issue.3 , pp. 35-62
    • Homburg, C.1    Giering, A.2    Menon, A.3
  • 52
    • 18844460461 scopus 로고    scopus 로고
    • Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction
    • Homburg C., Stock R.M. Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction. Psychology & Marketing 2005, 22(5):393-420.
    • (2005) Psychology & Marketing , vol.22 , Issue.5 , pp. 393-420
    • Homburg, C.1    Stock, R.M.2
  • 53
    • 84986121482 scopus 로고
    • The comparative advantage theory of competition
    • Hunt S.D., Morgan R.M. The comparative advantage theory of competition. Journal of Marketing 1995, 59(April):1-15.
    • (1995) Journal of Marketing , vol.59 , Issue.APRIL , pp. 1-15
    • Hunt, S.D.1    Morgan, R.M.2
  • 54
    • 21344435436 scopus 로고
    • Distinguishing service quality and customer satisfaction: The voice of the consumer
    • Iacobucci D., Ostrom A., Grayson K. Distinguishing service quality and customer satisfaction: The voice of the consumer. Journal of Consumer Psychology 1995, 4(3):277.
    • (1995) Journal of Consumer Psychology , vol.4 , Issue.3 , pp. 277
    • Iacobucci, D.1    Ostrom, A.2    Grayson, K.3
  • 55
    • 30344458835 scopus 로고    scopus 로고
    • Preparing industrial suppliers for customer integration
    • Jacob F. Preparing industrial suppliers for customer integration. Industrial Marketing Management 2006, 35(1):45-56.
    • (2006) Industrial Marketing Management , vol.35 , Issue.1 , pp. 45-56
    • Jacob, F.1
  • 56
    • 41949097698 scopus 로고    scopus 로고
    • The transition from product to service in business markets
    • Jacob F., Ulaga W. The transition from product to service in business markets. Industrial Marketing Management 2008, 37(3):247-253.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 247-253
    • Jacob, F.1    Ulaga, W.2
  • 58
    • 84993820511 scopus 로고    scopus 로고
    • Mixed method research: A research paradigm whose time has come
    • Johnson R.B., Onwuegbuzie A.J. Mixed method research: A research paradigm whose time has come. Educational Researcher 2004, 33(7):14-26.
    • (2004) Educational Researcher , vol.33 , Issue.7 , pp. 14-26
    • Johnson, R.B.1    Onwuegbuzie, A.J.2
  • 61
    • 0012558896 scopus 로고    scopus 로고
    • Consumers' trust of salesperson and manufacturer: an empirical study
    • Kennedy M.S., Ferrell L.K., LeClair D.T. Consumers' trust of salesperson and manufacturer: an empirical study. Journal of Business Research 2001, 51(1):73-86.
    • (2001) Journal of Business Research , vol.51 , Issue.1 , pp. 73-86
    • Kennedy, M.S.1    Ferrell, L.K.2    LeClair, D.T.3
  • 62
    • 10344227660 scopus 로고    scopus 로고
    • Customer integration in business-to-business marketing
    • Gabler, Wiesbaden, H. Mühlbacher, J.-P. Flipo (Eds.)
    • Kleinaltenkamp M., Ehret M., Fließ S. Customer integration in business-to-business marketing. Advances in services marketing 1996, 27-42. Gabler, Wiesbaden. H. Mühlbacher, J.-P. Flipo (Eds.).
    • (1996) Advances in services marketing , pp. 27-42
    • Kleinaltenkamp, M.1    Ehret, M.2    Fließ, S.3
  • 66
    • 84869870626 scopus 로고    scopus 로고
    • Challenging the orthodoxy of value co-creation theory: A contingent view of co-production in design-intensive business services
    • Lehrer M., Ordanini A., DeFillippi R., Miozzo M. Challenging the orthodoxy of value co-creation theory: A contingent view of co-production in design-intensive business services. European Management Journal 2012, 30:499-509.
    • (2012) European Management Journal , vol.30 , pp. 499-509
    • Lehrer, M.1    Ordanini, A.2    DeFillippi, R.3    Miozzo, M.4
  • 67
    • 7044286446 scopus 로고    scopus 로고
    • Industrial manufacturer-customer relationships: The discriminating role of the buying situation
    • Leonidou L.C. Industrial manufacturer-customer relationships: The discriminating role of the buying situation. Industrial Marketing Management 2004, 33(8):731-742.
    • (2004) Industrial Marketing Management , vol.33 , Issue.8 , pp. 731-742
    • Leonidou, L.C.1
  • 68
    • 82555170605 scopus 로고    scopus 로고
    • Marketing of competence-based solutions to buyers in exploratory relationships: Perspective of OEM suppliers
    • Li L.y Marketing of competence-based solutions to buyers in exploratory relationships: Perspective of OEM suppliers. Industrial Marketing Management 2011, 40(7):1206-1213.
    • (2011) Industrial Marketing Management , vol.40 , Issue.7 , pp. 1206-1213
    • Li, L.1
  • 69
    • 33847761422 scopus 로고    scopus 로고
    • Assimilation of enterprise systems: The effects of institutional pressure and the mediating role of top management
    • Liang H., Saraf N., Hu Q., Xue Y. Assimilation of enterprise systems: The effects of institutional pressure and the mediating role of top management. MIS Quarterly 2007, 31(1):59-87.
    • (2007) MIS Quarterly , vol.31 , Issue.1 , pp. 59-87
    • Liang, H.1    Saraf, N.2    Hu, Q.3    Xue, Y.4
  • 70
    • 84990398490 scopus 로고    scopus 로고
    • Service-dominant logic: Reactions, reflections and refinements
    • Lusch R.F., Vargo S.L. Service-dominant logic: Reactions, reflections and refinements. Marketing Theory 2006, 6(3):281-288.
    • (2006) Marketing Theory , vol.6 , Issue.3 , pp. 281-288
    • Lusch, R.F.1    Vargo, S.L.2
  • 71
    • 41849129584 scopus 로고    scopus 로고
    • Moving from basic offerings to value-added solutions: Strategies, barriers and alignment
    • Matthyssens P., Vandenbempt K. Moving from basic offerings to value-added solutions: Strategies, barriers and alignment. Industrial Marketing Management 2008, 37(3):316-328.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 316-328
    • Matthyssens, P.1    Vandenbempt, K.2
  • 73
    • 0036926045 scopus 로고    scopus 로고
    • Modeling customer perceptions of complaint handling over time: The effects of perceived justice on satisfaction and intent
    • Maxham J.G., Netemeyer R.G. Modeling customer perceptions of complaint handling over time: The effects of perceived justice on satisfaction and intent. Journal of Retailing 2002, 78(4):239-252.
    • (2002) Journal of Retailing , vol.78 , Issue.4 , pp. 239-252
    • Maxham, J.G.1    Netemeyer, R.G.2
  • 75
    • 84989085629 scopus 로고
    • Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
    • Mohr J., Spekman R. Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal 1994, 15(2):135-152.
    • (1994) Strategic Management Journal , vol.15 , Issue.2 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 76
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan R.M., Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, 58(3):20-39.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-39
    • Morgan, R.M.1    Hunt, S.D.2
  • 77
    • 0002757343 scopus 로고
    • Measurement and evaluation of satisfaction processes in retail settings
    • Oliver R.L. Measurement and evaluation of satisfaction processes in retail settings. Journal of Retailing 1981, 57(3):25.
    • (1981) Journal of Retailing , vol.57 , Issue.3 , pp. 25
    • Oliver, R.L.1
  • 78
    • 0040983977 scopus 로고
    • Buyer-seller relationships: A conceptual model and empirical investigation
    • Palmer A., Bejou D. Buyer-seller relationships: A conceptual model and empirical investigation. Journal of Marketing Management 1994, 10(6):495-512.
    • (1994) Journal of Marketing Management , vol.10 , Issue.6 , pp. 495-512
    • Palmer, A.1    Bejou, D.2
  • 79
    • 0001312089 scopus 로고
    • SERVQUAL: A multiple-item scale for measuring consumer perceptions of service quality
    • Parasuraman A., Zeithaml V.A., Berry L.L. SERVQUAL: A multiple-item scale for measuring consumer perceptions of service quality. Journal of Retailing 1988, 64(1):12-40.
    • (1988) Journal of Retailing , vol.64 , Issue.1 , pp. 12-40
    • Parasuraman, A.1    Zeithaml, V.A.2    Berry, L.L.3
  • 80
    • 84864005572 scopus 로고    scopus 로고
    • Customer-perceived value in business-to-business relationships: A study of software customers
    • Parry S., Rowley J., Jones R., Kupiec-Teahan B. Customer-perceived value in business-to-business relationships: A study of software customers. Journal of Marketing Management 2012, 28(7/8):887-911.
    • (2012) Journal of Marketing Management , vol.28 , Issue.7-8 , pp. 887-911
    • Parry, S.1    Rowley, J.2    Jones, R.3    Kupiec-Teahan, B.4
  • 81
    • 41849110567 scopus 로고    scopus 로고
    • The development of consulting in goods-based companies
    • Plötner O. The development of consulting in goods-based companies. Industrial Marketing Management 2008, 37(3):329-338.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 329-338
    • Plötner, O.1
  • 82
    • 84872035596 scopus 로고    scopus 로고
    • Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty
    • Plötner O., Lakotta J., Jacob F. Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty. European Business Review 2013, 25(1):65-85.
    • (2013) European Business Review , vol.25 , Issue.1 , pp. 65-85
    • Plötner, O.1    Lakotta, J.2    Jacob, F.3
  • 83
    • 0141907688 scopus 로고    scopus 로고
    • Common method biases in behavioral research: A critical review of the literature and recommended remedies
    • Podsakoff P.M., MacKenzie S.B., Lee J.-Y., Podsakoff N.P. Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology 2003, 88(5):879.
    • (2003) Journal of Applied Psychology , vol.88 , Issue.5 , pp. 879
    • Podsakoff, P.M.1    MacKenzie, S.B.2    Lee, J.-Y.3    Podsakoff, N.P.4
  • 84
    • 0003106484 scopus 로고
    • The core competence of the corporation
    • Prahalad C., Hamel G. The core competence of the corporation. Harvard Business Review 1990, 68(3):79-92.
    • (1990) Harvard Business Review , vol.68 , Issue.3 , pp. 79-92
    • Prahalad, C.1    Hamel, G.2
  • 85
    • 84919601156 scopus 로고    scopus 로고
    • Oxford University Press, Oxford, A. Prencipe, A. Davies, M. Hobday (Eds.)
    • The business of systems integration 2003, Oxford University Press, Oxford. A. Prencipe, A. Davies, M. Hobday (Eds.).
    • (2003) The business of systems integration
  • 87
    • 79960422924 scopus 로고    scopus 로고
    • Service transition strategies of industrial manufacturers
    • Salonen A. Service transition strategies of industrial manufacturers. Industrial Marketing Management 2011, 40(5):683-690.
    • (2011) Industrial Marketing Management , vol.40 , Issue.5 , pp. 683-690
    • Salonen, A.1
  • 88
    • 33846378911 scopus 로고    scopus 로고
    • Going beyond the product
    • ME Sharpe, Armonk, NY, R.F. Lusch, S.L. Vargo (Eds.)
    • Sawhney M. Going beyond the product. The service-dominant logic of marketing 2006, 365-392. ME Sharpe, Armonk, NY. R.F. Lusch, S.L. Vargo (Eds.).
    • (2006) The service-dominant logic of marketing , pp. 365-392
    • Sawhney, M.1
  • 89
    • 0000932434 scopus 로고
    • The SOCO scale: A measure of the customer orientation of salespeople
    • Saxe R., Weitz B.A. The SOCO scale: A measure of the customer orientation of salespeople. Journal of Marketing Research 1982, 19(3):343-351.
    • (1982) Journal of Marketing Research , vol.19 , Issue.3 , pp. 343-351
    • Saxe, R.1    Weitz, B.A.2
  • 90
    • 79960390178 scopus 로고    scopus 로고
    • Are pricing policies an impediment to the success of customer solutions?
    • Sharma A., Iyer G.R. Are pricing policies an impediment to the success of customer solutions?. Industrial Marketing Management 2011, 40(5):723-729.
    • (2011) Industrial Marketing Management , vol.40 , Issue.5 , pp. 723-729
    • Sharma, A.1    Iyer, G.R.2
  • 91
    • 84859943430 scopus 로고    scopus 로고
    • An integrated fuzzy strategic supplier selection approach for considering the supplier integration spectrum
    • Shen C.-Y., Yu K.-T. An integrated fuzzy strategic supplier selection approach for considering the supplier integration spectrum. International Journal of Production Research 2012, 50(3):817-829.
    • (2012) International Journal of Production Research , vol.50 , Issue.3 , pp. 817-829
    • Shen, C.-Y.1    Yu, K.-T.2
  • 92
    • 84986139383 scopus 로고    scopus 로고
    • From product innovation to solutions innovation: A new paradigm for competitive advantage
    • Shepherd C., Ahmed P.K. From product innovation to solutions innovation: A new paradigm for competitive advantage. European Journal of Innovation Management 2000, 3(2):100-106.
    • (2000) European Journal of Innovation Management , vol.3 , Issue.2 , pp. 100-106
    • Shepherd, C.1    Ahmed, P.K.2
  • 93
    • 41849118800 scopus 로고    scopus 로고
    • The impact of the product to service shift in industrial markets and the evolution of the sales organization
    • Sheth J.N., Sharma A. The impact of the product to service shift in industrial markets and the evolution of the sales organization. Industrial Marketing Management 2008, 37(3):260-269.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 260-269
    • Sheth, J.N.1    Sharma, A.2
  • 95
    • 13244272084 scopus 로고    scopus 로고
    • Determinants of customers' responses to customized offers: Conceptual framework and research propositions
    • Simonson I. Determinants of customers' responses to customized offers: Conceptual framework and research propositions. Journal of Marketing 2005, 69(1):32-45.
    • (2005) Journal of Marketing , vol.69 , Issue.1 , pp. 32-45
    • Simonson, I.1
  • 97
    • 0033229053 scopus 로고    scopus 로고
    • Asymmetrical commitment in business relationships
    • Soellner A. Asymmetrical commitment in business relationships. Journal of Business Research 1999, 46:219-233.
    • (1999) Journal of Business Research , vol.46 , pp. 219-233
    • Soellner, A.1
  • 98
    • 19744375421 scopus 로고    scopus 로고
    • A Pyrrhic victory
    • Stauss B. A Pyrrhic victory. Managing Service Quality 2005, 15(3):219-229.
    • (2005) Managing Service Quality , vol.15 , Issue.3 , pp. 219-229
    • Stauss, B.1
  • 99
    • 79960417978 scopus 로고    scopus 로고
    • A solution business model: Capabilities and management practices for integrated solutions
    • Storbacka K. A solution business model: Capabilities and management practices for integrated solutions. Industrial Marketing Management 2011, 40(5):699-711.
    • (2011) Industrial Marketing Management , vol.40 , Issue.5 , pp. 699-711
    • Storbacka, K.1
  • 100
    • 0037634953 scopus 로고    scopus 로고
    • Enterprise resource planning (ERP) competence constructs: Two-stage multi-item scale development and validation
    • Stratman J.K., Roth A.V. Enterprise resource planning (ERP) competence constructs: Two-stage multi-item scale development and validation. Decision Sciences 2002, 33(4):601-628.
    • (2002) Decision Sciences , vol.33 , Issue.4 , pp. 601-628
    • Stratman, J.K.1    Roth, A.V.2
  • 101
    • 0033891822 scopus 로고    scopus 로고
    • The effect of "front-loading" problem-solving on product development performance
    • Thomke S., Fujimoto T. The effect of "front-loading" problem-solving on product development performance. Journal of Product Innovation Management 2000, 17(2):128-142.
    • (2000) Journal of Product Innovation Management , vol.17 , Issue.2 , pp. 128-142
    • Thomke, S.1    Fujimoto, T.2
  • 102
    • 79960386177 scopus 로고    scopus 로고
    • Customer solutions in the capital goods industry: Examining the impact of the buying center
    • Toellner A., Blut M., Holzmueller H.H. Customer solutions in the capital goods industry: Examining the impact of the buying center. Industrial Marketing Management 2011, 40(5):712-722.
    • (2011) Industrial Marketing Management , vol.40 , Issue.5 , pp. 712-722
    • Toellner, A.1    Blut, M.2    Holzmueller, H.H.3
  • 103
    • 34548371819 scopus 로고    scopus 로고
    • Rethinking customer solutions: From product bundles to relational process
    • Tuli K.R., Kohli A.K., Bharadwaj S.G. Rethinking customer solutions: From product bundles to relational process. Journal of Marketing 2007, 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
  • 104
    • 32044464794 scopus 로고    scopus 로고
    • Value-based differentiation in business relationships: Gaining and sustaining key supplier status
    • Ulaga W., Eggert A. Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing 2006, 70(1):119-136.
    • (2006) Journal of Marketing , vol.70 , Issue.1 , pp. 119-136
    • Ulaga, W.1    Eggert, A.2
  • 105
    • 1642587247 scopus 로고    scopus 로고
    • Evolving to a new dominant logic for marketing
    • Vargo S.L., Lusch R.F. Evolving to a new dominant logic for marketing. Journal of Marketing 2004, 68(1):1-17.
    • (2004) Journal of Marketing , vol.68 , Issue.1 , pp. 1-17
    • Vargo, S.L.1    Lusch, R.F.2
  • 106
    • 41849140849 scopus 로고    scopus 로고
    • From goods to service: Divergences and convergences of logics
    • Vargo S.L., Lusch R.F. From goods to service: Divergences and convergences of logics. Industrial Marketing Management 2008, 37(3):254-259.
    • (2008) Industrial Marketing Management , vol.37 , Issue.3 , pp. 254-259
    • Vargo, S.L.1    Lusch, R.F.2
  • 107
    • 77954266313 scopus 로고    scopus 로고
    • Functions of industrial supplier relationships and their impact on relationship quality
    • Walter A., Mueller T.A., Helfert G., Ritter T. Functions of industrial supplier relationships and their impact on relationship quality. Industrial Marketing Management 2003, 32(2):159-169.
    • (2003) Industrial Marketing Management , vol.32 , Issue.2 , pp. 159-169
    • Walter, A.1    Mueller, T.A.2    Helfert, G.3    Ritter, T.4
  • 108
    • 84989063847 scopus 로고
    • Manufacturing strategy: Defining the missing link
    • Wheelwright S.C. Manufacturing strategy: Defining the missing link. Strategic Management Journal 1984, 5(1):77-91.
    • (1984) Strategic Management Journal , vol.5 , Issue.1 , pp. 77-91
    • Wheelwright, S.C.1
  • 110
    • 0001571885 scopus 로고    scopus 로고
    • Go downstream: The new profit imperative in manufacturing
    • Wise R., Baumgartner P. Go downstream: The new profit imperative in manufacturing. Harvard Business Review 1999, 77(5):133-141.
    • (1999) Harvard Business Review , vol.77 , Issue.5 , pp. 133-141
    • Wise, R.1    Baumgartner, P.2
  • 111
    • 85135284385 scopus 로고    scopus 로고
    • Business-to-business relationship quality
    • Woo K.-S., Ennew C.F. Business-to-business relationship quality. European Journal of Marketing 2004, 38(9/10):1252-1271.
    • (2004) European Journal of Marketing , vol.38 , Issue.9-10 , pp. 1252-1271
    • Woo, K.-S.1    Ennew, C.F.2
  • 112
    • 0002667763 scopus 로고
    • Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence
    • Zeithaml V.A. Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence. Journal of Marketing 1988, 52(July):2-22.
    • (1988) Journal of Marketing , vol.52 , Issue.JULY , pp. 2-22
    • Zeithaml, V.A.1
  • 113
    • 0002840875 scopus 로고
    • Communication and control process in the delivery of service quality
    • Zeithaml V.A., Berry L.L., Parasuraman A. Communication and control process in the delivery of service quality. Journal of Marketing 1988, 52(2):35-48.
    • (1988) Journal of Marketing , vol.52 , Issue.2 , pp. 35-48
    • Zeithaml, V.A.1    Berry, L.L.2    Parasuraman, A.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.