Managing the trade-off between relationships and value networks. Towards a value-based approach of customer relationship management in business-to-business markets
Article Abstract:
The buyer-seller relationships, which are antecedent to the development of customer relationship management concepts, are described. The customer relationship management concept was challenged by the rise of value networks with customer relationships and thereby for broader concepts of value networks on relationships. The issue on customer relationship management in business-to-business markets describes the problem between relationships and value networks.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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Strategic development of third party logistics providers
Article Abstract:
An overview is presented on firm entry into the field of third party logistics services, and how these firms balance the level of customer adaptation and general problem solving capabilities. New entrants were found to be heavily influenced by existing structures, while earlier entrants moved on to more complex arrangements.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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Business suppliers' value creation potential: a capability-based analysis
Article Abstract:
The article presents a framework linking specific supplier service capabilities to various forms of value production, and examines managerial implications.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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