SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Value quantification capabilities in industrial markets · Study

ArticleShelves

ArticleValue quantification capabilities in industrial markets

Andreas Hinterhuber2017

Article2017

Value quantification capabilities in industrial markets

Andreas Hinterhuber

67 citations·0/0 files stored·Journal of Business Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Marketing and Advertising Strategies Accounting and Organizational Management Employee Performance and Motivation

Abstract

No abstract was published for this record.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 67 citations exist upstream.

References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1988Structural equation modeling in practice: A review and recommended two-step approach.1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 1979A Paradigm for Developing Better Measures of Marketing Constructs 2011An assessment of the use of partial least squares structural equation modeling in marketing research 1994The Capabilities of Market-Driven Organizations 2007The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs 2012Critical service logic: making sense of value creation and co-creation

Cited by

2019Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?2020Toward a comprehensive framework of value proposition development: From strategy to implementation 2019Value propositions as market-shaping devices: A qualitative comparative analysis 2020Managing value in use in business markets 2017Value-based pricing and cognitive biases: An overview for business markets

Related works

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

2015Value assessment and pricing capabilities—how to profit from valuearticle · 14 shared references 2018Value-based selling: a multi-component explorationarticle · 12 shared references 2015Pricing superheroes: How a confident sales team can influence firm performancearticle · 11 shared references 2017Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Actionarticle · 10 shared references 2010The Role of Value‐Informed Pricing in Market‐Oriented Product Innovation Management*article · 10 shared references 2012CEO championing of pricing, pricing capabilities and firm performance in industrial firmsarticle · 10 shared references

Details

Year2017

Typearticle

Published2017-01-26

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations67

Files0 public / 0

ShelfMarketing and Advertising Strategies

Identifiers

doi10.1016/j.jbusres.2016.11.019

openalex_workW2581890441

Links

Imported from OpenAlex (CC0) — nothing here is generated.

2021The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance

2022Value-capture in digital servitization

2020Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory