Customer profitability: prospective vs. retrospective approaches in a business-to-business setting
Article Abstract:
A research model developed for customer profitability is given. Using quality, customer satisfaction, loyalty, and profitability in the business to business context, this article outlines the two temporal and one spatial expandable directions customer profitability can move.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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The initiators of changes in customers' desired value: results from a theory building study
Article Abstract:
Research into the desired value of customers in the automobile industry are given. This article outlines a research model to identify changes in customers desired value.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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The future of competition: value-creating networks
Article Abstract:
Research pertaining to value creating networks and their relationships in business are given. The value of inter firm relations in creating such networks is analyzed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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