W
Wolfgang Ulaga
Researcher at Arizona State University
Publications - 60
Citations - 10634
Wolfgang Ulaga is an academic researcher from Arizona State University. The author has contributed to research in topics: Business value & Service (business). The author has an hindex of 31, co-authored 58 publications receiving 9609 citations. Previous affiliations of Wolfgang Ulaga include EDHEC Business School & HEC Paris.
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Customer perceived value: a substitute for satisfaction in business markets?
Andreas Eggert,Wolfgang Ulaga +1 more
TL;DR: In this paper, the authors investigated the relationship between customer satisfaction and customer value in a cross-sectional survey with purchasing managers in Germany and found that perceived value is mediated by satisfaction.
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Customer perceived value: a substitute for satisfaction in business markets?
Andreas Eggert,Wolfgang Ulaga +1 more
TL;DR: In this article, the authors investigated the relationship between customer satisfaction and customer value in a cross-sectional survey with purchasing managers in Germany and found that perceived value is mediated by satisfaction.
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Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status
Wolfgang Ulaga,Andreas Eggert +1 more
TL;DR: In this paper, the authors identify service support and personal interaction as core differentiators, followed by a supplier's know-how and its ability to improve a customer's time to market.
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Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully:
Wolfgang Ulaga,Werner Reinartz +1 more
TL;DR: In this article, the authors developed a resource-capability framework for designing and delivering combinations of goods and services (i.e., hybrid offerings) in business markets and identified four critical resources: product usage and process data derived from the firm's installed base of physical goods, product development and manufacturing assets, an experienced product sales force and distribution network, and a field service organization.
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Capturing value creation in business relationships: A customer perspective
TL;DR: In this article, the authors explored relationship value from a grounded theory perspective and identified eight value drivers in manufacturer-supplier relationships, and discussed the implications for the measurement of the concept and directions for further research.