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Antecedents to value diminution : a dyadic perspective

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Identifying the right solution customers : a managerial methodology

Windler, Katharina; Jüttner, Uta; Michel, Stefan; … - In: Industrial marketing management : the international … 60 (2017), pp. 173-186

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B2B relationship calculus : quantifying resource effects in service-dominant logic

DeLeon, Anthony J.; Chatterjee, Sharmila C. - In: Journal of the Academy of Marketing Science 45 (2017) 3, pp. 402-427

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Dollarizing differentiation value : a practical guide for the quantification and the capture of customer value in B2B markets

Liozu, Stephan - 2016

1. Value-based pricing is a methodology -- 2. The unique complexity of value-based pricing -- 3. Know your competition (step 1) -- 4. Know your customer segments (step 2) -- 5. Extract your true differentiation (step 3) -- 6. Quantify your differentiation value (step 4) -- 7. Understand the...

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Framing transformation dynamics towards service-orientation : alternative trajectories of B2B relations

Lappalainen, Inka; Valjakke, Tiina; Ahonen, Toni; … - In: International journal of services and operations management 32 (2019) 2, pp. 131-157

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A new era of value selling : what customers really want and how to respond

Menthe, Thomas - 2019

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Enhancing firm performance : the role of brand orientation in business-to-business marketing

Chang, Yu; Wang, Xinchun; Arnett, Dennis B. - In: Industrial marketing management : the international … 72 (2018), pp. 17-25

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Influence of interfirm brand values congruence on relationship qualities in B2B contexts

He, Jiaxun; Huang, Haiyang; Wu, Wanying - In: Industrial marketing management : the international … 72 (2018), pp. 161-173

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The ambidextrous sales force : aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value

Mullins, Ryan; Agnihotri, Raj; Hall, Zachary - In: Journal of service research 23 (2020) 1, pp. 33-52

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Toxic collaborations : co-destroying value in the B2B context

Cabiddu, Francesca; Moreno, Frau; Sebastiano, Lombardo - In: Journal of service research 22 (2019) 3, pp. 241-255

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