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Customer analysis for strategy development in industrial markets
7 references·16 citing·45 second hop
Customer analysis for strategy development in industrial markets (1983)Customer analysis for strategy developmen…Product policy : concepts, methods, and strategy (1982)Product policy : concepts, me…International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)International Marketing and P…Account portfolio analysis for strategy development (1982)Account portfolio analysis fo…Toward a Concept of Domesticated Markets (1979)Toward a Concept of Domestica…An Emerging Strategy of "Direct" Research (1979)An Emerging Strategy of "Dire…Strategy formulation : analytical concepts (1978)Strategy formulation : analyt…Industrial Marketing: Cases and Concepts (1962)Industrial Marketing: Cases a…Partnerships: The role that power plays in shaping collaborative buyer–supplier exchanges (2015)Partnerships: The role that p…Measuring customer attractiveness (2012)Measuring customer attractive…Towards an integrated framework of key account management (2008)Towards an integrated framewo…Strategic thinking and the IMP approach: A comparative analysis (2007)Strategic thinking and the IM…The marketing strategy of a project-based firm: The Four Portfolios Framework (2006)The marketing strategy of a p…Markets-as-networks: notes on a unique understanding (2002)Markets-as-networks: notes on…Do relationship portfolios and networks provide the key to successful relationship management? (2002)Do relationship portfolios an…Buyer–seller relationships along channels of distribution (2002)Buyer–seller relationships al…The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis (2001)The influence of interfirm re…Key account management at company and individual levels in business‐to‐business relationships (2001)Key account management at com…Wettbewerbsstrategie (2000)WettbewerbsstrategieBusiness Marketing Comes of Age: A Comprehensive Review of the Literature (2000)Business Marketing Comes of A…Key Account Management in the Business to Business Field: The Key Account's Point of View (1997)Key Account Management in the…From key account selling to key account management (1995)From key account selling to k…The Use of Customer Portfolio Theory (1994)The Use of Customer Portfolio…Perceptions of strategic vulnerability among industrial buyers and its effect on information search and supplier evaluation (1988)Perceptions of strategic vuln…The Development of Buyer‐Seller Relationships in Industrial Markets (1980)Developing Buyer-Seller Relationships (1987)Beyond Partnership: Strategies for Innovation and Lean Supply (1994)Using trade fairs in key account management (2002)Strategic account management: customer value creation through customer alignment (2006)The Structure of Scientific Revolutions (1963)Markets and Hierarchies: Analysis and Antitrust Implications. 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(1983)The Commitment-Trust Theory of Relationship Marketing (1994)Customer–supplier partnerships (2002)Social media research in the industrial marketing field: Review of literature and future research directions (2017)Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review (2021)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Firm Resources and Sustained Competitive Advantage (1991)Firm resources and sustained competitive advantage (2004)Building capabilities to manage strategic alliances (2011)Strategizing as networking for new ventures (2013)Network picturing: An action research study of strategizing in business networks (2016)The Mechanism of Internationalisation (1990)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)Strategy and environment as determinants of performance: Evidence from the Japanese machine tool industry (1995)Understanding Dual Distribution: The Case of Reps and House Accounts (1995)Does corporate social responsibility reduce the costs of high leverage? Evidence from capital structure and product market interactions (2018)Evolutionary Processes in Competitive Markets: Beyond the Product Life Cycle (1989)Pioneering Versus Incremental Innovation: Review and Research Propositions (1994)Product Quality: Impact of Interdepartmental Interactions (1997)The dominant logic: A new linkage between diversity and performance (1986)The resource‐based view within the conversation of strategic management (1992)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)
this work references cited by second hop

References

  • 1978Strategy formulation : analytical concepts2,525 cited
  • 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach1,943 cited
  • 1979An Emerging Strategy of "Direct" Research1,270 cited
  • 1979Toward a Concept of Domesticated Markets621 cited
  • 1982Product policy : concepts, methods, and strategy372 cited
  • 1982Account portfolio analysis for strategy development224 cited
  • 1962Industrial Marketing: Cases and Concepts157 cited

Cited by

  • 1995From key account selling to key account management158 cited
  • 2000Business Marketing Comes of Age: A Comprehensive Review of the Literature154 cited
  • 2007Strategic thinking and the IMP approach: A comparative analysis144 cited
  • 2001Key account management at company and individual levels in business‐to‐business relationships134 cited
  • 2002Buyer–seller relationships along channels of distribution133 cited
  • 2002Do relationship portfolios and networks provide the key to successful relationship management?129 cited
  • 2001The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis123 cited
  • 2006The marketing strategy of a project-based firm: The Four Portfolios Framework

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104 cited
  • 2015Partnerships: The role that power plays in shaping collaborative buyer–supplier exchanges99 cited
  • 2012Measuring customer attractiveness99 cited
  • 2000Wettbewerbsstrategie95 cited
  • 2008Towards an integrated framework of key account management92 cited
  • 1988Perceptions of strategic vulnerability among industrial buyers and its effect on information search and supplier evaluation85 cited
  • 1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
  • 2002Markets-as-networks: notes on a unique understanding82 cited
  • 1994The Use of Customer Portfolio Theory75 cited