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Business Market Management
James C. Anderson,James A. Narus +1 more
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The article was published on 2010-01-01 and is currently open access. It has received 116 citations till now.read more
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Service Infusion as Agile Incrementalism in Action
Christian Kowalkowski,Daniel Kindström,Thomas Brashear Alejandro,Staffan Brege,Sergio Biggemann +4 more
TL;DR: In this article, the authors identify elements of incrementalism central to service infusion and demonstrate how a successful service strategy involves continuous modifications, adaptability, the seizing of ad hoc innovation, a continuous recalibration of opportunities, and the management of intertwining goals.
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Value co-creation and university teaching quality Consequences for the European Higher Education Area (EHEA)
TL;DR: In this paper, the authors investigate value co-creation in assessing higher education teaching quality by acknowledging the influence of all interacting parties: teachers, students and general university service, and question the appropriateness of student satisfaction surveys for assessing lecturer performance.
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How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling
TL;DR: In this paper, a large-scale sample of 816 salespeople and directors from 30 sales organizations, and employing multilevel structural equation modeling, was drawn to shed light on the chain of effects that transforms sales strategy as an organizational variable into selling performance captured on the individual salesperson level.
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B2B Branding: A Financial Burden for Shareholders?
TL;DR: In this article, a W-shaped curve with five distinctive phases, depending on the strategic positioning of a company, is described for the relationship between Branding and financial performance in a business-to-business (B2B) environment.
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Bridging the theory to application gap in value‐based selling
TL;DR: In this paper, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value-based sales processes to uncover the valuebased sales activities for implementing and profiting from customer value, and suggest a customer focused sales process that centers on creating value, quantifying the value created, and creating a situation where customer and supplier maximize their utility.