Home/Author

James A. Narus

24 works· latest 2019· 2 institutionscluster: provisional

h-index23

i1024

Citations11,446

Works here24

Most cited in this library

A Model of Distributor Firm and Manufacturer Firm Working Partnerships1990 · 5,824 citations
A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships1984 · 1,128 citations
Capturing the value of supplementary services1995 · 770 citations
Business Market Management: : Understanding, Creating, and Delivering Value1999 · 723 citations
Business marketing: understand what customers value.1999 · 643 citations

Works

24 shown

From transactions to journeys and beyond: The evolution of B2B buying process modeling

Industrial Marketing Management·2019·4 authors

126citations

Tiebreaker selling: how nonstrategic suppliers can help customers solve important problems

UvA-DARE (University of Amsterdam)·2014·3 authors

88citations

Supplier Development Responsibility and NPD Project Outcomes: The Roles of Monetary Quantification of Differences and Supporting‐Detail Gathering

Journal of Product Innovation Management·2012·4 authors

30citations

Business Market Management

·2010·2 authors·book

104citations

Improving sourcing decisions in NPD projects: Monetary quantification of points of difference

Journal of Operations Management·2008·4 authors

77citations

Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

Singapore Management University Institutional Knowledge (InK) (Singapore Management University)·2007·3 authors·book

Customer value propositions in business markets.

PubMed·2006·3 authors

630citations

Selectively Pursuing More of Your Customer's Business

MIT Sloan Management Review·2003·2 authors

48citations

Business Market Management: : Understanding, Creating, and Delivering Value

Journal of Business and Industrial Marketing·1999·2 authors

723citations

Business marketing: understand what customers value.

PubMed·1999·2 authors

643citations

Master's Level Education in Business Marketing: Quo Vadis?

Journal of Business-to-Business Marketing·1998·2 authors

10citations

Rethinking distribution. Adaptive channels.

Harvard business review·1996·2 authors

217citations

Using Teams to Manage Collaborative Relationships in Business Markets

Journal of Business-to-Business Marketing·1995·2 authors

67citations

Capturing the value of supplementary services

Harvard business review·1995·2 authors

770citations

Partnering as a Focused Market Strategy

California Management Review·1991·2 authors

436citations

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

Journal of Marketing·1990·2 authors

5,824citations

Strengthen Distributor Performance Through Channel Positioning

Sloan management review·1988·2 authors

31citations

Marketing High Technology: An Insider's View

Journal of Marketing·1987·4 authors

52citations

Distributor contributions to partnerships with manufacturers

Business Horizons·1987·2 authors

77citations

Industrial distributor selling: The roles of outside and inside sales

Industrial Marketing Management·1986·2 authors

35citations

Turn Your Industrial Distributors into Partners

Harvard business review·1986·2 authors

104citations

Key problems facing industrial distributors

Industrial Marketing Management·1984·3 authors

26citations