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Developing new business strategies in B2B markets by combining CRM concepts and online databases
16 references·2 citing·44 second hop
Developing new business strategies in B2B markets by combining CRM concepts and online databases (2006)Developing new business strategies in B2B…Strategic marketing management (2014)Strategic marketing managementMarketing Research Within a Changing Information Environment (2003)Marketing Research Within a C…Customer lifetime value research in marketing: A review and future directions (2002)Customer lifetime value resea…The Initiators of Changes in Customers' Desired Value (2001)The Initiators of Changes in …Measuring Customer-Perceived Value in Business Markets (2001)Measuring Customer-Perceived …Implementing Relationship Strategy (2000)Implementing Relationship Str…Market-Based Management: Strategies for Growing Customer Value and Profitability (1999)Market-Based Management: Stra…Customer profitability analysis: Measurement, concentration, and research directions (1999)Customer profitability analys…Relationship Marketing in Practice (1998)Relationship Marketing in Pra…Customer lifetime value: Marketing models and applications (1998)Customer lifetime value: Mark…Customer value change in industrial marketing relationships: A call for new strategies and research (1997)Customer value change in indu…The challenge of sustaining competitive advantage (1996)The challenge of sustaining c…Long-term relationship in industrial marketing: Reality or rhetoric? (1996)Long-term relationship in ind…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Industrial market segmentation (1974)Industrial market segmentationTransforming business-to-business marketing from tradition to digitalization: a taxonomic review of current trends, methodologies and future paths (2025)Transforming business-to-busi…Customer profitability analysis an avant-garde approach to revenue optimisation in hotels (2011)Customer profitability analys…Information and Consumer Behavior (1970)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Assessing Construct Validity in Organizational Research (1991)The relationships among perceived quality, perceived risk and perceived product value (2004)Relationship Value in Business Markets: The Construct and Its Dimensions (2005)Role of social media in retail network operations and marketing to enhance customer satisfaction (2017)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Motivation and Personality (1997)Learning orientation and market orientation (2005)Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge (2009)Entrepreneurship: Its relationship with market orientation and learning orientation and as antecedents to innovation and customer value (2010)Marketing management: analysis. planning. implementation and control (2000)Building and sustaining profitable customer loyalty for the 21st century (2004)The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research (2004)Interaction Orientation and Firm Performance (2008)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)Industrial buying and creative marketing (1967)Organizational Buying Behavior (1973)Market segmentation (1987)The Impact of Internet Use on Business-to-Business Marketing (2000)Conceptualizing and communicating value in business markets: From value in exchange to value in use (2018)Counting Your Customers: Who-Are They and What Will They Do Next? (1987)On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon (2004)Creating Enduring Customer Value (2016)Principles of Marketing (1972)Brand Loyalty Vs. Repeat Purchasing Behavior (1973)A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy (2004)Valuing Customers (2004)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. 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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1998Customer lifetime value: Marketing models and applications975 cited
  • 2002Customer lifetime value research in marketing: A review and future directions583 cited
  • 2001Measuring Customer-Perceived Value in Business Markets579 cited
  • 2003Marketing Research Within a Changing Information Environment570 cited
  • 1997Customer value change in industrial marketing relationships: A call for new strategies and research414 cited
  • 1999Market-Based Management: Strategies for Growing Customer Value and Profitability366 cited
  • 1999Customer profitability analysis: Measurement, concentration, and research directions314 cited
  • 1974Industrial market segmentation255 cited
  • 2014Strategic marketing management246 cited
  • 2001The Initiators of Changes in Customers' Desired Value150 cited
  • 1996The challenge of sustaining competitive advantage128 cited
  • 1998Relationship Marketing in Practice105 cited
  • 1996Long-term relationship in industrial marketing: Reality or rhetoric?71 cited

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2000
Implementing Relationship Strategy
69 cited

Cited by

  • 2025Transforming business-to-business marketing from tradition to digitalization: a taxonomic review of current trends, methodologies and future paths18 cited
  • 2011Customer profitability analysis an avant-garde approach to revenue optimisation in hotels13 cited