SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Outward-looking and future-oriented customer value potential management: The sales force value appropriation role
16 references·3 citing·40 second hop
Outward-looking and future-oriented customer value potential management: The sales force value appropriation role (2015)Outward-looking and future-oriented custo…Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships (2005)Making Customer Relationship …The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research (2004)The Theoretical Underpinnings…The Customer Relationship Management Process: Its Measurement and Impact on Performance (2004)The Customer Relationship Man…Customer Portfolio Management: Toward a Dynamic Theory of Exchange Relationships (2004)Customer Portfolio Management…Balancing Acquisition and Retention Resources to Maximize Customer Profitability (2004)Balancing Acquisition and Ret…A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy (2004)A Customer Lifetime Value Fra…Return on Marketing: Using Customer Equity to Focus Marketing Strategy (2003)Return on Marketing: Using Cu…Customer lifetime value research in marketing: A review and future directions (2002)Customer lifetime value resea…The Customer Pyramid: Creating and Serving Profitable Customers (2001)The Customer Pyramid: Creatin…Relationship Marketing Theory: Its Roots and Direction (2000)Relationship Marketing Theory…On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)On the Profitability of Long-…Business Relationships and Networks: (1999)Business Relationships and Ne…Business marketing: understand what customers value. (1999)Business marketing: understan…Innovation Action Research: Creating New Management Theory and Practice. (1998)Innovation Action Research: C…The Constructive Approach in Management Accounting Research. (1993)The Constructive Approach in …Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Exploring the interface between management accounting and marketing: a literature review of customer accounting (2020)Exploring the interface betwe…Aligning sales and operations management: an agenda for inquiry (2018)Aligning sales and operations…Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio (2017)Knowledge transfer in the con…The Commitment-Trust Theory of Relationship Marketing (1994)Customer Engagement as a New Perspective in Customer Management (2010)Toward a theory of customer engagement marketing (2016)Understanding Customer Experience Throughout the Customer Journey (2016)Econometric Analysis of Panel Data (2021)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Satisfaction and Stock Prices: High Returns, Low Risk (2005)Why Do Customer Relationship Management Applications Affect Customer Satisfaction? (2005)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Self-Reports in Organizational Research: Problems and Prospects (1986)Structural Equations with Latent Variables (1989)An empirical comparison of the efficacy of covariance-based and variance-based SEM (2009)The use of partial least squares path modeling in international marketing (2009)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003)Competitive Advantage through Engagement (2015)Conditional logit analysis of qualitative choice behavior (1972)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)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)Marketing Research (1970)Partnering as a Focused Market Strategy (1991)Customer loyalty in e-commerce: an exploration of its antecedents and consequences (2002)Developing Buyer-Seller Relationships (1987)Strategic business nets—their type and management (2004)Rise of strategic nets — New modes of value creation (2007)Network management in the era of ecosystems: Systematic review and management framework (2017)Doing Case Study Research (2004)The Anatomy of a Design Theory (2007)Handbook of Management Accounting Research (2009)Conceptualising 'value for the customer': an attributional, structural and dispositional analysis (2003)Value in business markets: What do we know? Where are we going? (2005)Value Creation and Value Capture in Open Innovation (2018)
this work references cited by second hop

References

  • 2003Return on Marketing: Using Customer Equity to Focus Marketing Strategy2,149 cited
  • 2004The Customer Relationship Management Process: Its Measurement and Impact on Performance1,686 cited
  • 2000On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing1,364 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2004A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy948 cited
  • 2004Balancing Acquisition and Retention Resources to Maximize Customer Profitability751 cited
  • 2004The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research741 cited
  • 1993The Constructive Approach in Management Accounting Research.705 cited
  • 1999Business marketing: understand what customers value.643 cited
  • 1999Business Relationships and Networks:590 cited
  • 2002Customer lifetime value research in marketing: A review and future directions583 cited
  • 2004Customer Portfolio Management: Toward a Dynamic Theory of Exchange Relationships550 cited
  • 2001The Customer Pyramid: Creating and Serving Profitable Customers495 cited
  • 1998Innovation Action Research: Creating New Management Theory and Practice.

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

446 cited
  • 2005Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships421 cited
  • 2000Relationship Marketing Theory: Its Roots and Direction384 cited
  • Cited by

    • 2017Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio27 cited
    • 2020Exploring the interface between management accounting and marketing: a literature review of customer accounting21 cited
    • 2018Aligning sales and operations management: an agenda for inquiry18 cited