The intermediator role in value co-creation within a triadic business service relationship
S Nätti, S Pekkarinen, A Hartikka, T Holappa - Industrial Marketing …, 2014 - Elsevier
This study aims to enhance the knowledge of the roles played in value co-creation adopted
by parties to triadic service business relationships. We approach the research issue through …
by parties to triadic service business relationships. We approach the research issue through …
Perceived value in B2B and B2C: A comparative approach and cross-fertilization
R Mencarelli, A Riviere - Marketing Theory, 2015 - journals.sagepub.com
Perceived value is of primary concern for researchers and practitioners in the business-to-
business (B2B) and business-to-consumer (B2C) spheres. However, the scientific …
business (B2B) and business-to-consumer (B2C) spheres. However, the scientific …
Value-based sales process adaptation in business relationships
P Viio, C Grönroos - Industrial Marketing Management, 2014 - Elsevier
In business relationships, the seller is often expected to adapt to the buyer. The main
purpose of this study is to understand how business firms adapt their sales processes to the …
purpose of this study is to understand how business firms adapt their sales processes to the …
Dark-side-effect contagion in business relationships
Business relationships are often a source of benefits for firms, but they can tip and unleash
detrimental effects that diminish or even destroy relationship performance. Although prior …
detrimental effects that diminish or even destroy relationship performance. Although prior …
The emergent role of value representation in managing business relationships
D Corsaro - Industrial Marketing Management, 2014 - Elsevier
This paper explores value processes, their effects, and their management in business
relationships. Over time, scholars progressively moved their interest from the value of the …
relationships. Over time, scholars progressively moved their interest from the value of the …
A relationship strategy perspective on relationship portfolios: Linking customer profitability, commitment, and growth potential to relationship strategy
T Ritter, H Andersen - Industrial Marketing Management, 2014 - Elsevier
The paper develops a three-dimensional portfolio model for business relationships which
distinguishes among six different categories. Based on assessments of customer …
distinguishes among six different categories. Based on assessments of customer …
Driving shareholder value with customer asset management: Moving beyond customer lifetime value
S Nenonen, K Storbacka - Industrial Marketing Management, 2016 - Elsevier
Customer relationships can be conceptualized as market-based assets. Links have been
shown between management of these assets and the creation of shareholder value …
shown between management of these assets and the creation of shareholder value …
Managing the sales transformation process in B2B: between human and digital
D Corsaro, I Maggioni - Italian Journal of Marketing, 2021 - Springer
The sales function is experiencing a process of transformation developing across different
industries and company types. This transformation redefines the role of salespeople and …
industries and company types. This transformation redefines the role of salespeople and …
Value of initial relationships in new business start-ups
JN Santos, J Mota - Journal of Business & Industrial Marketing, 2020 - emerald.com
Purpose Several studies have focussed on new ventures and the development of their first
business relationships. However, the understanding of the value functions and involvement …
business relationships. However, the understanding of the value functions and involvement …
Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA
JN Santos, J Mota, CS Baptista - Journal of Business Research, 2018 - Elsevier
The diversity in business relationships suggests the presence of different sets of
combinations of value functions. This study investigates the degree to which suppliers' …
combinations of value functions. This study investigates the degree to which suppliers' …