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Do customized service packages impede value capture in industrial markets?
16 references·8 citing·31 second hop
Do customized service packages impede value capture in industrial markets? (2014)Do customized service packages impede val…Choices, Values, and Frames (2013)Choices, Values, and FramesNudge: improving decisions about health, wealth, and happiness (2008)Nudge: improving decisions ab…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Managing the transition from products to services (2003)Managing the transition from …Constructive Consumer Choice Processes (1998)Constructive Consumer Choice …Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)Self-generated validity and o…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Choices, values, and frames. (1984)Choices, values, and frames.Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics (1981)Structural Equation Models wi…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Conjoint Analysis in Consumer Research: Issues and Outlook (1978)Conjoint Analysis in Consumer…Consumer Behavior as Risk Taking (1960)Consumer Behavior as Risk Tak…How to nudge industrial customers to accept free-to-fee service price switches? (2026)How to nudge industrial custo…Credibility and price premium-based competitiveness for industrial brands (2023)Credibility and price premium…Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda (2023)Advancing value-based selling…Price Sensitivity of Fish Fed with Insect Meal: An Analysis on Italian Consumers (2022)Price Sensitivity of Fish Fed…Business solutions as market signals that facilitate product sales (2020)Business solutions as market …Developing and validating a multi-dimensional scale for operationalizing industrial service offering (2017)Developing and validating a m…Business service outsourcing in manufacturing firms: an event study (2017)Business service outsourcing …Behavioral Biases in Marketing (2017)Behavioral Biases in MarketingEvaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Application of confirmatory factor analysis to the study of self-concept: First- and higher order factor models and their invariance across groups. (1985)A Practical Guide To Factorial Validity Using PLS-Graph: Tutorial And Annotated Example (2005)PLS-SEM: Indeed a Silver Bullet (2011)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Framing of Decisions and the Psychology of Choice (1981)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Advances in prospect theory: Cumulative representation of uncertainty (1992)Framing: Toward Clarification of a Fractured Paradigm (1993)Subjective well-being: Three decades of progress. (1999)Theory of games and economic behavior (2019)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). (1979)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Developing Buyer-Seller Relationships (1987)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)External Control of Organizations: Resource Dependence Perspective (2011)The behaviour change wheel: A new method for characterising and designing behaviour change interventions (2011)Poverty Impedes Cognitive Function (2013)Using social and behavioural science to support COVID-19 pandemic response (2020)Are Investors Reluctant to Realize Their Losses? (1998)A perspective on judgment and choice: Mapping bounded rationality. (2003)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)The weirdest people in the world? (2010)
this work references cited by second hop

References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 2008Nudge: improving decisions about health, wealth, and happiness11,572 cited
  • 1981Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics9,798 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1984Choices, values, and frames.6,505 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 2013Choices, Values, and Frames5,320 cited
  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1978Conjoint Analysis in Consumer Research: Issues and Outlook3,184 cited
  • 1998Constructive Consumer Choice Processes2,850 cited
  • 2003Managing the transition from products to services2,328 cited
  • 1988Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior.2,069 cited

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  • 1960Consumer Behavior as Risk Taking1,879 cited
  • Cited by

    • 2017Developing and validating a multi-dimensional scale for operationalizing industrial service offering44 cited
    • 2023Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda35 cited
    • 2017Business service outsourcing in manufacturing firms: an event study28 cited
    • 2022Price Sensitivity of Fish Fed with Insect Meal: An Analysis on Italian Consumers25 cited
    • 2020Business solutions as market signals that facilitate product sales23 cited
    • 2023Credibility and price premium-based competitiveness for industrial brands18 cited
    • 2017Behavioral Biases in Marketing3 cited
    • 2026How to nudge industrial customers to accept free-to-fee service price switches?2 cited