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Glamour and value in the land...
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Wouters, Marc
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New-technology startups seeking pilot customers : crafting a pair of value propositions
Wouters, Marc
;
Anderson, James C.
;
Kirchberger, Markus
- In:
California management review
60
(
2018
)
4
,
pp. 101-124
Persistent link: https://www.econbiz.de/10011913360
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2
Tiebreaker selling
Anderson, James C.
;
Narus, James A.
;
Wouters, Marc
- In:
Harvard business review : HBR
92
(
2014
)
3
,
pp. 90-96
Persistent link: https://www.econbiz.de/10010339534
Saved in:
3
Why the highest price isn't the best price
Anderson, James C.
;
Wouters, Marc
;
Rossum, Wouter van
- In:
MIT sloan management review
51
(
2009/10
)
2
,
pp. 69-76
Persistent link: https://www.econbiz.de/10003945577
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4
Improving sourcing decisions in NPD projects : monetary quantification of points of difference
Wouters, Marc
;
Anderson, James C.
;
Narus, James A.
; …
- In:
Journal of operations management
27
(
2009
)
1
,
pp. 64-77
Persistent link: https://www.econbiz.de/10003808994
Saved in:
5
What you can learn from your customer's customer
Anderson, James C.
;
Wouters, Marc
- In:
MIT sloan management review
54
(
2012/13
)
2
,
pp. 75-82
Persistent link: https://www.econbiz.de/10009715335
Saved in:
6
Per Tiebreak zum Verkaufserfolg
Anderson, James C.
;
Narus, James A.
;
Wouters, Marc
- In:
Harvard-Business-Manager : das Wissen der Besten
36
(
2014
)
5
,
pp. 32-41
Persistent link: https://www.econbiz.de/10010344199
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7
Supplier development responsibility and NPD project outcomes : the role of monetary quantification of differences and supporting-deal gathering
Wynstra, Finn
;
Anderson, James C.
;
Narus, James A.
; …
- In:
The journal of product innovation management : an …
29
(
2012
)
6
,
pp. 103-123
Persistent link: https://www.econbiz.de/10010219672
Saved in:
8
How technology-based startups can use customer value propositions to gain pilot customers
Kirchberger, Markus
;
Wouters, Marc
;
Anderson, James C.
- In:
Journal of business-to-business marketing
27
(
2020
)
4
,
pp. 353-374
Persistent link: https://www.econbiz.de/10012392044
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