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How salespeople adapt communication of customer value propositions in business markets
16 references·0 citing·47 second hop
How salespeople adapt communication of customer value propositions in business markets (2023)How salespeople adapt communication of cu…Institutions and axioms: an extension and update of service-dominant logic (2015)Institutions and axioms: an e…Seeking Qualitative Rigor in Inductive Research (2012)Seeking Qualitative Rigor in …Health Care Customer Value Cocreation Practice Styles (2012)Health Care Customer Value Co…Critical service logic: making sense of value creation and co-creation (2012)Critical service logic: makin…Contextualization and value-in-context: How context frames exchange (2011)Contextualization and value-i…Closing the Marketing Capabilities Gap (2011)Closing the Marketing Capabil…Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)Building Better Causal Theori…Expanding understanding of service exchange and value co-creation: a social construction approach (2010)Expanding understanding of se…Redesigning Social Inquiry: Fuzzy Sets and Beyond (2008)Redesigning Social Inquiry: F…Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Rethinking Customer Solutions…Laddering theory, method, analysis, and interpretation. (2001)Laddering theory, method, ana…Customer value: The next source for competitive advantage (1997)Customer value: The next sour…Reliability Measures for Qualitative Data: Theory and Implications (1994)Reliability Measures for Qual…Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…A theory of personality : the psychology of personal constructs (1963)A theory of personality : the…The Social Construction of Reality: A Treatise in the Sociology of Knowledge. 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this work references cited by second hop

References

  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 2012Seeking Qualitative Rigor in Inductive Research13,176 cited
  • 2011Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research5,918 cited
  • 1997Customer value: The next source for competitive advantage4,662 cited
  • 2015Institutions and axioms: an extension and update of service-dominant logic3,692 cited
  • 2008Redesigning Social Inquiry: Fuzzy Sets and Beyond3,388 cited
  • 2012Critical service logic: making sense of value creation and co-creation2,577 cited
  • 2001Laddering theory, method, analysis, and interpretation.1,766 cited
  • 2010Expanding understanding of service exchange and value co-creation: a social construction approach1,426 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 1963A theory of personality : the psychology of personal constructs1,247 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2011Contextualization and value-in-context: How context frames exchange1,162 cited
  • 2012Health Care Customer Value Cocreation Practice Styles1,112 cited

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2011
Closing the Marketing Capabilities Gap
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  • 1994Reliability Measures for Qualitative Data: Theory and Implications958 cited
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