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Customer Value in Business Markets: An Agenda for Inquiry

Author

Listed:
  • Wolfgang Ulaga

    (EDHEC - EDHEC Business School - UCL - Université catholique de Lille)

Abstract

In recent years, there has been a resurgence of interest in the value construct among both practitioners and marketing researchers. The purpose of this article is to introduce the reader to the different articles included in this special issue of Industrial Marketing Management on Customer Value in Business Markets. The issue takes a look at value from three different perspectives: value creation for the customer, value creation for the supplier, and joint buyer–seller value creation. Directions for future customer value research in the area of business marketing are provided.

Suggested Citation

  • Wolfgang Ulaga, 2001. "Customer Value in Business Markets: An Agenda for Inquiry," Post-Print hal-00485122, HAL.
    • Handle: RePEc:hal:journl:hal-00485122
    DOI: 10.1016/S0019-8501(01)00151-1
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    Citations

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    Cited by:

    1. Professor Anil Keskar & More Pranay, 2018. "Relationship Value –A Study of Various Published Articles," Indian Journal of Commerce and Management Studies, Educational Research Multimedia & Publications,India, vol. 9(2), pages 96-112, May.
    2. Chunting Liu & Shanshan Wang & Guozhu Jia, 2020. "Exploring E-Commerce Big Data and Customer-Perceived Value: An Empirical Study on Chinese Online Customers," Sustainability, MDPI, vol. 12(20), pages 1-22, October.
    3. Reimann, Martin & Schilke, Oliver & Thomas, Jacquelyn S., 2010. "Toward an understanding of industry commoditization: Its nature and role in evolving marketing competition," International Journal of Research in Marketing, Elsevier, vol. 27(2), pages 188-197.
    4. Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
    5. Jing Li & Chien-Wen Chen & Chi-Hui Wu & Hsing-Chun Hung & Ching-Torng Lin, 2020. "How do Partners Benefit from IT Use in Supply-Chain Management: An Empirical Study of Taiwan’s Bicycle Industry," Sustainability, MDPI, vol. 12(7), pages 1-24, April.
    6. Deonir De Toni & Gabriel Sperandio Milan & Geverson Custódio Costa & Fabiano Larentis, 2015. "Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad," Brazilian Business Review, Fucape Business School, vol. 12(6), pages 48-71, November.
    7. Aleksandra Pisnik & Jasmina Dlačić & Borut Milfelner, 2016. "The Importance of Perceived Service Value in Retail Banking Services," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 28(2), pages 191-212.
    8. Yan Wang & Kang-Lin Peng & Pearl M. C. Lin, 2021. "Resilience of Tourists’ Repurchase Intention during the COVID-19 Pandemic: The Shared Accommodation Sector," Sustainability, MDPI, vol. 13(21), pages 1-14, October.
    9. Julia Heidemann & Marcus Kaiser & Mathias Klier & Florian Probst, 2012. "Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 23(1), pages 27-51, September.
    10. Chen, James K.C. & Batchuluun, Amrita & Batnasan, Javkhuu, 2015. "Services innovation impact to customer satisfaction and customer value enhancement in airport," Technology in Society, Elsevier, vol. 43(C), pages 219-230.
    11. Colleen E. McClure & Justin M. Lawrence & Todd J. Arnold & Lisa K. Scheer, 2023. "The opportunities and costs of highly involved organizational buyers," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 480-501, March.
    12. Cecilia SILVESTRI, 2014. "Quality And Customer Satisfaction: Relationships And Dynamics. A Case Study," Business Excellence and Management, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 4(1), pages 5-21, March.
    13. Oh, Eun-Teak & Chen, Kuo-Min & Wang, Lu-Mei & Liu, Ren-Jye, 2015. "Value creation in regional innovation systems: The case of Taiwan's machine tool enterprises," Technological Forecasting and Social Change, Elsevier, vol. 100(C), pages 118-129.
    14. Sánchez-Fernández, Raquel & Iniesta-Bonillo, M. à ngeles, 2009. "Efficiency and quality as economic dimensions of perceived value: Conceptualization, measurement, and effect on satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 16(6), pages 425-433.
    15. Smirnova, Maria M., 2006. "Managing buyer-seller relationships in industrial markets: A value creation perspective," Working Papers 862, Graduate School of Management, St. Petersburg State University.

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    Keywords

    Customer Value;

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