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Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status
16 references·16 citing·40 second hopsampled
Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status (2006)Value-Based Differentiation in Business R…The Discovery of Grounded Theory (2017)The Discovery of Grounded The…A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Critical Review of Construc…The C-OAR-SE procedure for scale development in marketing (2002)The C-OAR-SE procedure for sc…Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Index Construction with Forma…Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Basics of qualitative researc…Customer value: The next source for competitive advantage (1997)Customer value: The next sour…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…Qualitative Data Analysis: An Expanded Sourcebook (1994)Qualitative Data Analysis: An…Dyadic Business Relationships within a Business Network Context (1994)Dyadic Business Relationships…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…Scale Development : Theory and Applications (1991)Scale Development : Theory an…Conventional wisdom on measurement: A structural equation perspective. (1991)Conventional wisdom on measur…Latent Variable Path Modeling with Partial Least Squares (1989)Latent Variable Path Modeling…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Mail and Telephone Surveys: The Total Design Method. (1979)Mail and Telephone Surveys: T…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Customer Perceived Value: A Comprehensive Meta-analysis (2023)Customer Perceived Value: A C…Sustainable value propositions and customer perceived value: Clothing library case (2022)Sustainable value proposition…The role of customer experience in the perceived value–word-of-mouth relationship (2021)The role of customer experien…Digital transformation in sales as an evolving process (2021)Digital transformation in sal…Does quality stimulate customer satisfaction where perceived value mediates and the usage of social media moderates? (2020)Does quality stimulate custom…Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action (2017)Selling Value in Business Mar…Driver Configurations for Successful Service Infusion (2017)Driver Configurations for Suc…Supplier–customer relationships: A case study of power dynamics (2015)Supplier–customer relationshi…Relationship Value: Drivers and Outcomes in International Marketing Channels (2015)Relationship Value: Drivers a…Perceived value in B2B and B2C (2014)Perceived value in B2B and B2CLooking beyond the Horizon: How to Approach the Customers’ Customers in Business-to-Business Markets (2014)Looking beyond the Horizon: H…Service quality, trust, commitment and service differentiation in business relationships (2010)Service quality, trust, commi…The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2009)The effects of supplier capab…The coordination strategies of high-performing salespeople: internal working relationships that drive success (2009)The coordination strategies o…An Empirical Comparison of the Efficacy of Covariance-Based and Variance-Based SEM (2009)An Empirical Comparison of th…Customer value from a customer perspective: a comprehensive review (2008)Customer value from a custome…Researching Lived Experience: Human Science for an Action Sensitive Pedagogy (1990)Narrative Inquiry: Experience and Story in Qualitative Research (1999)Document Analysis as a Qualitative Research Method (2009)Seeking Qualitative Rigor in Inductive Research (2012)Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Structural Equations with Latent Variables (1989)Structural Equations with Latent Variables. (1991)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)Using PLS Path Modeling for Assessing Hierarchical Construct Models: Guidelines and Empirical Illustration1 (2009)Specification, evaluation, and interpretation of structural equation models (2011)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)Partial Least Squares Structural Equation Modeling: Rigorous Applications, Better Results and Higher Acceptance (2013)Partial least squares structural equation modeling (PLS-SEM) (2014)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Developing Buyer-Seller Relationships (1987)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)External Control of Organizations: Resource Dependence Perspective (2011)Significance tests and goodness of fit in the analysis of covariance structures. (1980)On the Evaluation of Structural Equation Models (1988)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)When to use and how to report the results of PLS-SEM (2018)Three Approaches to Qualitative Content Analysis (2005)Using thematic analysis in psychology (2006)The qualitative content analysis process (2008)Scale Development Research (2006)Making sense of Cronbach's alpha (2011)Methods of coping with social desirability bias: A review (1985)Incivility in the workplace: Incidence and impact. (2001)Nonresponse Rates and Nonresponse Bias in Household Surveys (2006)Grounded theory research: Procedures, canons, and evaluative criteria (1990)Qualitative Quality: Eight “Big-Tent” Criteria for Excellent Qualitative Research (2010)Using the framework method for the analysis of qualitative data in multi-disciplinary health research (2013)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1994Qualitative Data Analysis: An Expanded Sourcebook48,401 cited
  • 1998Basics of qualitative research : techniques and procedures for developing grounded theory38,622 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1991Scale Development : Theory and Applications15,552 cited
  • 2017The Discovery of Grounded Theory8,346 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
  • 1979Mail and Telephone Surveys: The Total Design Method.5,023 cited
  • 2001Index Construction with Formative Indicators: An Alternative to Scale Development4,805 cited
  • 1997Customer value: The next source for competitive advantage4,662 cited
  • 1991Conventional wisdom on measurement: A structural equation perspective.3,610 cited
  • 2002The C-OAR-SE procedure for scale development in marketing2,483 cited
  • 1994Dyadic Business Relationships within a Business Network Context2,371 cited
  • 1989Latent Variable Path Modeling with Partial Least Squares

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2,139 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited
  • Cited by

    • 2009An Empirical Comparison of the Efficacy of Covariance-Based and Variance-Based SEM287 cited
    • 2010Service quality, trust, commitment and service differentiation in business relationships186 cited
    • 2008Customer value from a customer perspective: a comprehensive review155 cited
    • 2023Customer Perceived Value: A Comprehensive Meta-analysis154 cited
    • 2020Does quality stimulate customer satisfaction where perceived value mediates and the usage of social media moderates?145 cited
    • 2009The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence127 cited
    • 2009The coordination strategies of high-performing salespeople: internal working relationships that drive success105 cited
    • 2021Digital transformation in sales as an evolving process102 cited
    • 2015Supplier–customer relationships: A case study of power dynamics100 cited
    • 2014Looking beyond the Horizon: How to Approach the Customers’ Customers in Business-to-Business Markets100 cited
    • 2015Relationship Value: Drivers and Outcomes in International Marketing Channels99 cited
    • 2021The role of customer experience in the perceived value–word-of-mouth relationship99 cited
    • 2017Driver Configurations for Successful Service Infusion98 cited
    • 2017Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action94 cited
    • 2022Sustainable value propositions and customer perceived value: Clothing library case93 cited
    • 2014Perceived value in B2B and B2C89 cited