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Relationships in business‐to‐business marketing – how is their value assessed?
15 references·1 citing·51 second hop
Relationships in business‐to‐business marketing – how is their value assessed? (1999)Relationships in business‐to‐business mar…Relationship marketing in organizational markets: When is it appropriate? (1996)Relationship marketing in org…Activity-based techniques and the 'new management accountant' (1996)Activity-based techniques and…The Burden Of Relationships Or Who's Next (1995)The Burden Of Relationships O…Relationships in Business Markets: Exchange Episodes, Value Creation, and their Empirical Assessment (1995)Relationships in Business Mar…Developing relationships in business networks (1995)Developing relationships in b…Customer profitability analysis: (1995)Customer profitability analys…A survey of activity-based costing in the U.K.'s largest companies (1995)A survey of activity-based co…The usefulness of management accounting systems, functional differentiation and managerial effectiveness (1994)The usefulness of management …Market Exchange, Social Structures and Time (1994)Market Exchange, Social Struc…Modeling the Profitability of Customer Relationships: Development and Impact of Barclays de Zoete Wedd’s BEATRICE (1992)Modeling the Profitability of…The case for strategic management accounting: The role of accounting information for strategy in competitive markets (1990)The case for strategic manage…Evaluation and Use of Marketing Research by Decision Makers: A Behavioral Simulation (1987)Evaluation and Use of Marketi…A Mission Approach to Customer Profitability Analysis (1987)A Mission Approach to Custome…A Comparison of Factors Affecting Researcher and Manager Perceptions of Market Research Use (1984)A Comparison of Factors Affec…B for Marketing Research Departments (1978)B for Marketing Research Depa…Customer Commitment in Key Account Management (2001)Customer Commitment in Key Ac…The Nature of the Firm (1937)Economic Action and Social Structure: The Problem of Embeddedness (1985)”Coopetition” in Business Networks—to Cooperate and Compete Simultaneously (2000)The strategic impact of external networks: subsidiary performance and competence development in the multinational corporation (2002)Firm resources and sustained competitive advantage (2004)Sustainable supply chain management and inter‐organizational resources: a literature review (2009)Determinants of Interorganizational Relationships: Integration and Future Directions (1990)Economics, Organization and Management. 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(2005)“Vertical coopetition”: The key account perspective (2011)The Social Psychology of Groups (1959)Developing Buyer-Seller Relationships (1987)The Capabilities of Market-Driven Organizations (1994)An Empirical Investigation of Ex Post Transaction Costs in Franchised Distribution Channels (1999)A model of close business relationships in China (guanxi) (2001)Value creation in the relationship life cycle: A quasi-longitudinal analysis (2005)The Strength of Weak Ties (1973)Marketing management: analysis. planning. implementation and control (2000)Networking under uncertainty: Concepts and research agenda (2010)Disclosure Antecedents in an Online Service Context (2011)Using actors' perceptions of network roles and positions to understand network dynamics (2012)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Competitive Advantage: Creating and Sustaining Superior Performance (1985)Quality strategy, strategic control systems, and organizational performance (1997)An international comparison of strategic management accounting practices (2000)Handbook of Management Accounting Research (2009)Cost Accounting: A Managerial Emphasis, (2010)Coefficient Alpha and the Internal Structure of Tests (1951)Comparison of Bayesian and regression approaches to the study of information processing in judgment (1971)Characteristics of Organizational Environments and Perceived Environmental Uncertainty (1972)Performance measurement and organizational effectiveness: bridging the gap (2004)How Top Management Teams Use Management Accounting Systems to Implement Strategy (2006)Effect of transformational-leadership style and management control system on managerial performance (2016)American Journal of Sociology (1895)Factors Affecting the Use of Market Research Information: A Path Analysis (1982)Social Science Research and Decision-Making. (1982)The Role of Experience in Information Use and Decision Making by Marketing Managers (1990)Control techniques and upward flow of information in franchising in distant markets: conceptualization and preliminary evidence (1998)Factors Affecting the Use of Information in the Evaluation of Marketing Communications Productivity (2001)Developmental Processes of Cooperative Interorganizational Relationships (1994)Stress in business relationships (2005)Exploring the concept of asymmetry: A typology for analysing customer–supplier relationships (2007)Scoping and conceptualising retailer internationalisation (2007)Measuring intangible value in business-to-business buyer–seller relationships: An intellectual capital perspective (2004)A dynamic segmentation approach for targeting and customizing direct marketing campaigns (2006)Marketing strategy and marketing performance measurement system: Exploring the relationship (2009)Customer Profitability in a Supply Chain (2001)Assessing the quality of evidence in empirical management accounting research: The case of survey studies (2005)A survey of factors influencing the choice of product costing systems in UK organizations (2007)
this work references cited by second hop

References

  • 1995Developing relationships in business networks3,265 cited
  • 1990The case for strategic management accounting: The role of accounting information for strategy in competitive markets491 cited
  • 1995Relationships in Business Markets: Exchange Episodes, Value Creation, and their Empirical Assessment413 cited
  • 1995A survey of activity-based costing in the U.K.'s largest companies328 cited
  • 1994The usefulness of management accounting systems, functional differentiation and managerial effectiveness285 cited
  • 1984A Comparison of Factors Affecting Researcher and Manager Perceptions of Market Research Use170 cited
  • 1994Market Exchange, Social Structures and Time156 cited
  • 1995The Burden Of Relationships Or Who's Next133 cited
  • 1995Customer profitability analysis:122 cited
  • 1996Relationship marketing in organizational markets: When is it appropriate?119 cited
  • 1987Evaluation and Use of Marketing Research by Decision Makers: A Behavioral Simulation66 cited
  • 1996Activity-based techniques and the 'new management accountant'22 cited
  • 1992Modeling the Profitability of Customer Relationships: Development and Impact of Barclays de Zoete Wedd’s BEATRICE18 cited
  • 1978B for Marketing Research Departments17 cited

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1987
A Mission Approach to Customer Profitability Analysis
16 cited

Cited by

  • 2001Customer Commitment in Key Account Management24 cited