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Determining the indirect value of a customer
16 references·7 citing·39 second hop
Determining the indirect value of a customer (2008)Determining the indirect value of a custo…Building Theories from Case Study Research (2016)Building Theories from Case S…Manage Marketing by the Customer Equity Test (2010)Manage Marketing by the Custo…The One Number You Need to Grow (2004)The One Number You Need to Gr…The one number you need to grow. (2003)The one number you need to gr…Return on Marketing: Using Customer Equity to Focus Marketing Strategy (2003)Return on Marketing: Using Cu…E-LOYALTY: YOUR SECRET WEAPON ON THE WEB (2003)E-LOYALTY: YOUR SECRET WEAPON…The mismanagement of customer loyalty. (2002)The mismanagement of customer…Customers As Innovators: A New Way to Create Value (2002)Customers As Innovators: A Ne…Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)Market-Based Assets and Share…Customer lifetime value: Marketing models and applications (1998)Customer lifetime value: Mark…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms? (1995)Long-Term Manufacturer-Suppli…Customer Switching Behavior in Service Industries: An Exploratory Study (1995)Customer Switching Behavior i…The machine that changed the world (1992)The machine that changed the …A Test of Services Marketing Theory: Consumer Information Acquisition Activities (1991)A Test of Services Marketing …Zero defections: quality comes to services. 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(2013)Where's the strategic intent …Managing portfolios of interconnected customers: evidence from Russian B2B market (2013)Managing portfolios of interc…A review of the customer lifetime value as a customer profitability measure in the context of customer relationship management (2011)A review of the customer life…Firm Resources and Sustained Competitive Advantage (1991)The fifth discipline, the art and practice of the learning organization (1991)Firm resources and sustained competitive advantage (2004)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)A Framework for Conceptual Contributions in Marketing (2011)Do social media marketing activities enhance customer equity? An empirical study of luxury fashion brand (2011)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Structural equation modeling in practice: A review and recommended two-step approach. 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(1999)PRODUCT DEVELOPMENT: PAST RESEARCH, PRESENT FINDINGS, AND FUTURE DIRECTIONS (1995)Dynamic capabilities and strategic management (1997)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)Building and sustaining profitable customer loyalty for the 21st century (2004)The Nature and Role of Feedback Text Comments in Online Marketplaces: Implications for Trust Building, Price Premiums, and Seller Differentiation (2006)Exploring the relationship between leadership, operational practices, institutional pressures and environmental performance: A framework for green supply chain (2014)CASE Tools as Organizational Change: Investigating Incremental and Radical Changes in Systems Development (1993)The Creation of Theory: A Recent Application of the Grounded Theory Method (1996)Formative assessment in higher education: Moves towards theory and the enhancement of pedagogic practice (2003)Overcoming the J-shaped distribution of product reviews (2009)
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References

  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 1992The machine that changed the world5,805 cited
  • 1990Zero defections: quality comes to services.5,373 cited
  • 2016Building Theories from Case Study Research4,161 cited
  • 1995Customer Switching Behavior in Service Industries: An Exploratory Study2,903 cited
  • 1998Market-Based Assets and Shareholder Value: A Framework for Analysis2,363 cited
  • 2003Return on Marketing: Using Customer Equity to Focus Marketing Strategy2,149 cited
  • 2003E-LOYALTY: YOUR SECRET WEAPON ON THE WEB2,084 cited
  • 2004The One Number You Need to Grow2,034 cited
  • 2003The one number you need to grow.1,683 cited
  • 1991A Test of Services Marketing Theory: Consumer Information Acquisition Activities1,550 cited
  • 1995Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?1,478 cited
  • 2002Customers As Innovators: A New Way to Create Value1,031 cited
  • 1998Customer lifetime value: Marketing models and applications975 cited
  • 2002The mismanagement of customer loyalty.769 cited
  • 2010

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Manage Marketing by the Customer Equity Test
749 cited

Cited by

  • 2014The effectiveness of Key Account Management practices59 cited
  • 2013Where's the strategic intent in key account relationships?34 cited
  • 2011A review of the customer lifetime value as a customer profitability measure in the context of customer relationship management19 cited
  • 2014ACCOUNTING FOR MARKETING: MARKETING PERFORMANCE THROUGH FINANCIAL RESULTS18 cited
  • 2013Managing portfolios of interconnected customers: evidence from Russian B2B market12 cited
  • 2014The added value of service provision12 cited
  • 2015Creating an online art exhibition: The impact of online context on the Internet user’s experience and behaviour1 cited