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The Use of Customer Portfolio Theory
6 references·16 citing·44 second hop
The Use of Customer Portfolio Theory (1994)The Use of Customer Portfolio TheoryStrategy and the “Business Portfolio” (1990)Strategy and the “Business Po…Customer analysis for strategy development in industrial markets (1983)Customer analysis for strateg…Account portfolio analysis for strategy development (1982)Account portfolio analysis fo…Strategy formulation : analytical concepts (1978)Strategy formulation : analyt…Strategy and the “business portfolio” (1977)Strategy and the “business po…PORTFOLIO SELECTION* (1952)PORTFOLIO SELECTION*Different recipes for success in business relationships (2017)Different recipes for success…Social capital, portfolio management capability and exploratory innovation: evidence from China (2016)Social capital, portfolio man…A relationship strategy perspective on relationship portfolios: Linking customer profitability, commitment, and growth potential to relationship strategy (2014)A relationship strategy persp…Strategic account management programs: alignment of design elements and management practices (2012)Strategic account management …Inter‐organisational supplier development: the case of customer attractiveness and strategic fit (2012)Inter‐organisational supplier…Resource acquisition strategies in business relationships (2011)Resource acquisition strategi…A conceptualisation of supplier‐perceived value (2011)A conceptualisation of suppli…Customer portfolio analysis practices in different exchange contexts (2007)Customer portfolio analysis p…Suppliers' willingness to end unprofitable customer relationships (2006)Suppliers' willingness to end…Analysis of customer portfolio and relationship management models: bridging managerial dimensions (2005)Analysis of customer portfoli…Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective (2004)Does customer portfolio analy…Relationship Portfolios - Past, Present and Future (2002)Relationship Portfolios - Pas…Managing Business-to-Business Relationships: An Emerging Model (2002)Managing Business-to-Business…Do relationship portfolios and networks provide the key to successful relationship management? (2002)Do relationship portfolios an…Exploring relationship management in professional services: a study of management consultancy (2001)Exploring relationship manage…Bedeutende Kunden (1997)Bedeutende KundenThe Nature of the Firm (1937)Firm Resources and Sustained Competitive Advantage (1991)Kundenwert — eine Einführung in die theoretischen und praktischen Herausforderungen der Bewertung von Kundenbeziehungen (2001)Firm resources and sustained competitive advantage (2004)Supply chain management: A multidisciplinary content analysis of vertical relations between companies, 1997–2006 (2011)Conceptually confused, but on a field level? A method for conceptual analysis and its application (2018)Naturalistic inquiry (1985)Basics of Qualitative Research: Grounded Theory Procedures and Techniques. 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this work references cited by second hop

References

  • 1952PORTFOLIO SELECTION*13,480 cited
  • 1978Strategy formulation : analytical concepts2,525 cited
  • 1977Strategy and the “business portfolio”269 cited
  • 1982Account portfolio analysis for strategy development224 cited
  • 1990Strategy and the “Business Portfolio”186 cited
  • 1983Customer analysis for strategy development in industrial markets184 cited

Cited by

  • 2002Do relationship portfolios and networks provide the key to successful relationship management?129 cited
  • 2006Suppliers' willingness to end unprofitable customer relationships84 cited
  • 2012Strategic account management programs: alignment of design elements and management practices81 cited
  • 2012Inter‐organisational supplier development: the case of customer attractiveness and strategic fit71 cited
  • 1997Bedeutende Kunden60 cited
  • 2005Analysis of customer portfolio and relationship management models: bridging managerial dimensions59 cited
  • 2001Exploring relationship management in professional services: a study of management consultancy51 cited
  • 2007Customer portfolio analysis practices in different exchange contexts47 cited
  • 2011Resource acquisition strategies in business relationships

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

46 cited
  • 2011A conceptualisation of supplier‐perceived value45 cited
  • 2017Different recipes for success in business relationships41 cited
  • 2014A relationship strategy perspective on relationship portfolios: Linking customer profitability, commitment, and growth potential to relationship strategy39 cited
  • 2004Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective39 cited
  • 2016Social capital, portfolio management capability and exploratory innovation: evidence from China37 cited
  • 2002Managing Business-to-Business Relationships: An Emerging Model36 cited
  • 2002Relationship Portfolios - Past, Present and Future32 cited