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Agency problems in solution selling: How customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing
16 references·1 citing·44 second hop
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References

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  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.84,999 cited
  • 1976Markets and Hierarchies: Analysis and Antitrust Implications.13,469 cited
  • 1989Agency Theory: An Assessment and Review13,327 cited
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  • 1984The Evolution of Cooperation.3,946 cited
  • 2015Institutions and axioms: an extension and update of service-dominant logic3,877 cited
  • 2011Specification, evaluation, and interpretation of structural equation models3,799 cited
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  • 1992Reconceptualizing the Determinants of Risk Behavior2,057 cited

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2004
Customer Value, Satisfaction, Loyalty, and Switching Costs: An Illustration From a Business-to-Business Service Context
1,846 cited
  • 1995The Effects of Perceived Interdependence on Dealer Attitudes1,843 cited
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    • 2023Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement15 cited