Relationships in business-to-business marketing – how is their value assessed?

Marketing Intelligence & Planning

Volumn 17, Issue 2, 1999, Pages 91-102

  Blois, Keith J ^a  

^a UNIVERSITY OF OXFORD   (United Kingdom)

Author keywords

Accounting information; Business to business marketing; Channel relationships; Industrial marketing; Marketing management; Relationship marketing

Indexed keywords

EID: 84986160674     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634509910260940     Document Type: Article

References (27)

1. Anandarajan, A. and Christopher, M. (1987), “A mission approach to customer profitability analysis”, International Journal of Physical Distribution > Materials Management, Vol. 17 No. 7, pp. 55-68.
2. Anderson, J.C. (1996), “Relationships in business markets: exchange episodes, value creation, and their empirical assessment”, Journal of the Academy of Marketing Science, Vol. 23 No. 4, Fall, pp. 346-50.
3. Bellis-Jones, R. (1989), “Customer profitability analysis”, Management Accounting, Vol. 67 No 2, pp. 26-8.
4. Blois, K.J. (1984), ‘Internal’ marketing information in manufacturing firms”, Marketing Intelligence & Planning, Vol. 1, No. 3, pp. 44-54.
5. Blois, K.J. (1996), “Relationship marketing in organizational markets – when is it appropriate?”, Journal of Marketing Management, Vol. 12, pp. 161-73.
6. Bromwich, M. (1990), “The case for strategic management accounting: the role of accounting information for strategy in competitive markets”, Accounting, Organizations and Society, Vol. 15 No. 1/2, pp. 27-46.
7. Campbell, N.C.G. and Cunningham, M.T. (1985), “Managing customer relationships. The challenge of deploying scarce resources”, International Journal of Research in Marketing, Vol. 2, pp. 255-62.
8. Davidson, H. (1997), Even More Offensive Marketing, Penguin Books Ltd, Harmondsworth.
9. Deshpande, R. and Zaltman, G. (1984), “A comparison of factors affecting researcher and manager perceptions of market research use”, Journal of Marketing Research, Vol. 21, pp. 32-8.
10. Easton, G. and Araujo, L. (1994), “Market exchange, social structures and time”, European Journal of Marketing, Vol. 28 No. 3, pp. 72-84.
11. Hakansson, H. and Snehota, I. (1995a), Developing Relationships in Business Networks, Routledge, London.
12. Hakansson, H. and Snehota, I. (1995b), “The burden of relationships or who's next?”, Proceedings of the IMP International Conference, Manchester, pp. 522-36.
13. Howell, R.A. and Soucy, S.R. (1990), “Customer profitability: as crucial as product profitability”, Management Accounting (NAA), Vol. 72 No 4, pp. 43-7.
14. Innes, J. and Mitchell, F. (1995), “A survey of activity-based costing in the UK's largest companies”, Management Accounting Research, Vol. 6 No. 2, pp. 137-53.
15. Kaplan, R.S. (1992), “In defense of activity-based cost management”, Management Accounting (US), November, pp. 58-63.
16. Kaplan, R.S. (1995), “Kanthal (A)”, teaching note 9-190-002 Harvard Business School, Boston, MA.
17. Krum, J.R. (1978), “B for marketing research departments”, Journal of Marketing, Vol. 42, October, pp. 8-12.
18. Lee, H., Acito, F. and Day, R.L. (1987), “Evaluation and use of marketing research by decision makers: a behavioral simulation”, Journal of Marketing Research, Vol. 24, pp. 187-96.
19. Lee, H., Lindquist, J.D. and Acito, F. (1997), “Managers’ evaluation of research design and its impact on the use of research: an experimental approach”, Journal of Business Research, Vol. 39, pp. 231-40.
20. Lester, T. (1998), “Reading the right signals”, Information Strategy, Vol. 3 No. 2, pp. 48-50.
21. Lyne, S.R. and Friedman, A.L. (1996), “Activity-based techniques and the ‘new management accountant”’, Management Accounting, Vol. 74 No. 7, July/August, pp. 34-5.
22. Mia, L. and Chenhall, R.H. (1994), “The usefulness of management accounting systems, functional differentiation and managerial effectiveness”, Accounting, Organizations and Society, Vol. 19 No. 1, pp. 1-13.
23. Moules, J. (1998), “Stopping the exodus”, Information Strategy, Vol. 3, No. 5, June, pp. 46-8.
24. Parsons, A.J. (1996), “Nestlé: the visions of local managers”, The McKinsey Quarterly, No. 2, pp 4-29.
25. Smith, M. (1993), “Customer profitability analysis revisited”, Management Accounting, Vol. 71 No. 9, p. 26.
26. Stutchfield, N. and Weber, B.W. (1992), “Modeling the profitability of customer relationships: development and impact of Barclays de Zoete Wedd's BEATRICE”, Journal of Management Information Systems, Vol. 9 No. 2, pp. 53-76.
27. Wilson, A. (1994), Emancipating the Professions, John Wiley & Sons, Chichester.