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Value quantification capabilities in industrial markets
16 references·16 citing·46 second hopsampled
Value quantification capabilities in industrial markets (2017)Value quantification capabilities in indu…Actor engagement as a microfoundation for value co-creation (2016)Actor engagement as a microfo…Critical service logic: making sense of value creation and co-creation (2012)Critical service logic: makin…An assessment of the use of partial least squares structural equation modeling in marketing research (2011)An assessment of the use of p…Market orientation, marketing capabilities, and firm performance (2009)Market orientation, marketing…The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs (2007)The Predictive Validity of Mu…Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors (2003)Internal Benefits of Service-…A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes (2000)A Multiple-Layer Model of Mar…Business Market Management: : Understanding, Creating, and Delivering Value (1999)Business Market Management: :…Strategic Orientation of the Firm and New Product Performance (1997)Strategic Orientation of the …Strategic Orientation of the Firm and New Product Performance (1997)Strategic Orientation of the …The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…SOCIALIZATION TACTICS, SELF-EFFICACY, AND NEWCOMERS' ADJUSTMENTS TO ORGANIZATIONS. (1986)SOCIALIZATION TACTICS, SELF-E…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance (2023)Value-Based Selling Capabilit…Can Masstige brands be introduced in the B2B markets? An exploratory study (2023)Can Masstige brands be introd…Value-capture in digital servitization (2022)Value-capture in digital serv…Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings (2022)Unleash the power of the inst…The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance (2021)The Role of Salespeople in Va…Perception of value delivered in digital servitization (2021)Perception of value delivered…Effects of market orientation, innovation strategies and value-based pricing on market performance (2021)Effects of market orientation…Toward a comprehensive framework of value proposition development: From strategy to implementation (2020)Toward a comprehensive framew…Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory (2020)Opportunities for value-based…Managing value in use in business markets (2020)Managing value in use in busi…Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies (2019)Value-Based Marketing and Sal…Value propositions as market-shaping devices: A qualitative comparative analysis (2019)Value propositions as market-…Value champions in business markets: Four role configurations (2019)Value champions in business m…Building customer relationships while achieving sales performance results: Is listening the holy grail of sales? (2019)Building customer relationshi…Make pricing power a strategic priority for your business (2018)Make pricing power a strategi…Value-based pricing and cognitive biases: An overview for business markets (2017)Value-based pricing and cogni…Organizational commitment, job satisfaction, and turnover among psychiatric technicians. (1974)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Computer Self-Efficacy: Development of a Measure and Initial Test (1995)Organizational Social Capital and Employment Practices (1999)Managing Potential and Realized Absorptive Capacity: How do Organizational Antecedents Matter? 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 2011An assessment of the use of partial least squares structural equation modeling in marketing research8,083 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 2007The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs3,094 cited
  • 2012Critical service logic: making sense of value creation and co-creation2,577 cited
  • 1997Strategic Orientation of the Firm and New Product Performance2,265 cited
  • 1986SOCIALIZATION TACTICS, SELF-EFFICACY, AND NEWCOMERS' ADJUSTMENTS TO ORGANIZATIONS.1,559 cited
  • 2009Market orientation, marketing capabilities, and firm performance1,542 cited
  • 2000A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes1,283 cited
  • 1997Strategic Orientation of the Firm and New Product Performance923 cited
  • 2003Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors

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882 cited
  • 2016Actor engagement as a microfoundation for value co-creation771 cited
  • 1999Business Market Management: : Understanding, Creating, and Delivering Value723 cited
  • Cited by

    • 2019Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?114 cited
    • 2020Toward a comprehensive framework of value proposition development: From strategy to implementation89 cited
    • 2019Value propositions as market-shaping devices: A qualitative comparative analysis73 cited
    • 2020Managing value in use in business markets59 cited
    • 2017Value-based pricing and cognitive biases: An overview for business markets55 cited
    • 2021The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance53 cited
    • 2022Value-capture in digital servitization45 cited
    • 2020Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory36 cited
    • 2019Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies31 cited
    • 2021Perception of value delivered in digital servitization27 cited
    • 2019Value champions in business markets: Four role configurations27 cited
    • 2018Make pricing power a strategic priority for your business25 cited
    • 2021Effects of market orientation, innovation strategies and value-based pricing on market performance25 cited
    • 2023Can Masstige brands be introduced in the B2B markets? An exploratory study23 cited
    • 2023Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance23 cited
    • 2022Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings21 cited