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The external effect of marketing accountability in business relationships : exploring the role of customer perceived value

Arlanagic-Kalajdzic, Maja; Zabkar, Vesna - In: Industrial marketing management : the international … 46 (2015), pp. 83-97

Persistent link: https://www.econbiz.de/10011286975

Customer value propositions as interorganizational management accounting to support customer collaboration

Wouters, Marc; Kirchberger, Markus A. - In: Industrial marketing management : the international … 46 (2015), pp. 54-67

Persistent link: https://www.econbiz.de/10011286977

Predicting customer churn from valuable B2B customers in the logistics industry : a case study

Chen, Kuanchin; Hu, Ya-Han; Hsieh, Yi-Cheng - In: Information systems and e-business management : ISeB 13 (2015) 3, pp. 475-494

Persistent link: https://www.econbiz.de/10011373599

Management of competition among sellers and its performance implications for business-to-business electronic platforms : dynamic analysis by VAR model

Li, Xiaoling; Ren, Xingyao; Zheng, Xu - In: Nankai business review international 6 (2015) 2, pp. 199-222

Persistent link: https://www.econbiz.de/10011376681

CASE : managing customer relationship gaps at SKF

Nordin, Fredrik; Brozovic, Danilo; Kowalkowski, Christian; … - In: Journal of business market management : JBM 8 (2015) 2, pp. 455-463

This teaching case study focuses on SKF, a leading supplier of products, services and solutions. It consists of an overview of the company and then a narrative concentrating on the sudden loss of a large customer relationship. Moreover, it explores how central individuals devise various...

Persistent link: https://www.econbiz.de/10011379461

Value generation in B2B contexts : the SMEs’ perspective

Pérez, Lourdes; Cambra-Fierro, Jesús - In: European business review : EBR ; the official journal … 27 (2015) 3, pp. 297-317

Persistent link: https://www.econbiz.de/10011309541

Durapro : driving sales through distribution channel

Mukherjee, Jaydeep - In: Vision : the journal of business perspective 18 (2014) 1, pp. 55-60

Persistent link: https://www.econbiz.de/10011334283

Negative aspects of business relationships for resource mobilization

Corsaco, Daniela - In: Australasian marketing journal 23 (2015) 2, pp. 148-154

Persistent link: https://www.econbiz.de/10011338625

B2B service brand identity and brand performance : an empirical investigation in the UK's B2B IT services sector

Coleman, Darren Andrew; De Chernatony, Leslie; … - In: European journal of marketing : EJM 49 (2015) 7/8, pp. 1139-1162

Persistent link: https://www.econbiz.de/10011338809

The effects of the salesperson's characteristics on buyer-seller relationships

Choi, Yonghoon; Huang, Ying; Sternquist, Brenda J. - In: The journal of business & industrial marketing 30 (2015) 5, pp. 616-625

Persistent link: https://www.econbiz.de/10011339832