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Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status

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Cited by:

  1. de Boissieu, Elodie & Urien, Bertrand, 2022. "“Consumer-to-Brand Impoliteness” in luxury stores," Journal of Business Research, Elsevier, vol. 146(C), pages 409-425.
  2. Scridon Mircea-Andrei, 2019. "Does Emotional Value Play a Role in the Relationship between Risk and Loyalty?," Marketing – from Information to Decision Journal, Sciendo, vol. 2(2), pages 35-42, December.
  3. Berenguer-Contri, Gloria & Gil-Saura, Irene & Gil, Roberto & Vallejo-Auñón, Luisa & Juma‐Michilena, Israel‐Javier, 2024. "ICT and value co-creation in B2B: the new way of loyalty in service," Cuadernos de Gestión, Universidad del País Vasco - Instituto de Economía Aplicada a la Empresa (IEAE).
  4. Gyau, Amos & Somogyi, Simon A., 2012. "Exploring the multi-dimensional nature of price satisfaction in business to business suppliers' relationship performance," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(1), pages 42-53.
  5. Jacob, Frank & Kleipaß, Ulrich & Pohl, Alexander, 2014. "Nature and role of customer satisfaction in the solution business," European Management Journal, Elsevier, vol. 32(3), pages 487-498.
  6. Worm, Stefan & Srivastava, Rajendra K., 2014. "Impact of component supplier branding on profitability," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 409-424.
  7. Russo, Ivan & Confente, Ilenia & Gligor, David M. & Autry, Chad W., 2016. "To be or not to be (loyal): Is there a recipe for customer loyalty in the B2B context?," Journal of Business Research, Elsevier, vol. 69(2), pages 888-896.
  8. O'Cass, Aron & Sok, Phyra, 2015. "An exploratory study into managing value creation in tourism service firms: Understanding value creation phases at the intersection of the tourism service firm and their customers," Tourism Management, Elsevier, vol. 51(C), pages 186-200.
  9. Guo, Chiquan & Wang, Yong J. & Metcalf, Ashley, 2014. "How to calibrate conventional market-oriented organizational culture in 21st century production-centered firms? A customer relationship perspective," International Journal of Production Economics, Elsevier, vol. 156(C), pages 235-245.
  10. Mencarelli, Rémi & Rivière, Arnaud & Lombart, Cindy, 2021. "Do myriad e-channels always create value for customers? A dynamic analysis of the perceived value of a digital information product during the usage phase," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
  11. Zerbini, Fabrizio & Borghini, Stefania, 2015. "Release capacity in the vendor selection process," Journal of Business Research, Elsevier, vol. 68(2), pages 405-414.
  12. Diamantopoulos, Adamantios & Riefler, Petra & Roth, Katharina P., 2008. "Advancing formative measurement models," Journal of Business Research, Elsevier, vol. 61(12), pages 1203-1218, December.
  13. Maksimov, Vladislav & Luo, Yadong, 2021. "International springboard as an entrepreneurial act," Journal of World Business, Elsevier, vol. 56(3).
  14. Kindström, Daniel & Kowalkowski, Christian & Sandberg, Erik, 2013. "Enabling service innovation: A dynamic capabilities approach," Journal of Business Research, Elsevier, vol. 66(8), pages 1063-1073.
  15. Xu (Vivian) Zheng & Xiaoling Li & Xingyao Ren & Zhilin Yang, 2020. "Enhancing compliance among channel members by modeling reward events: matching motivation and ability with model selection," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 331-349, March.
  16. Duffy, Rachel & Fearne, Andrew & Hornibrook, Sue & Hutchinson, Karise & Reid, Andrea, 2013. "Engaging suppliers in CRM: The role of justice in buyer–supplier relationships," International Journal of Information Management, Elsevier, vol. 33(1), pages 20-27.
  17. Balboni, Bernardo & Marchi, Gianluca & Vignola, Marina, 2017. "Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio," Journal of Business Research, Elsevier, vol. 80(C), pages 277-287.
  18. 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.
  19. Ryynänen, Harri & Pekkarinen, Olli & Salminen, Risto T., 2012. "Supplier's internal communication in change process to solution business: Challenges and tentative research agenda," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 154-172.
  20. Mota, Joao & Santos, Jose Novais, 2021. "Dynamic roles of suppliers in the specification of business services," Technological Forecasting and Social Change, Elsevier, vol. 164(C).
  21. Hanf, Jon & Gagalyuk, Taras, 2009. "Supply chain quality and its managerial challenges: Insights from Ukrainian agri-food business," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 14(4), pages 332-356.
  22. Ad Jong & Nicolas A. Zacharias & Edwin J. Nijssen, 2021. "How young companies can effectively manage their slack resources over time to ensure sales growth: the contingent role of value-based selling," Journal of the Academy of Marketing Science, Springer, vol. 49(2), pages 304-326, March.
  23. Tomás F. Espino-Rodríguez & Juan Carlos Ramírez-Fierro, 2018. "Outsourcing Performance in Hotels: Evaluating Partnership Quality," Sustainability, MDPI, vol. 10(8), pages 1-19, August.
  24. Gebauer, Heiko & Paiola, Marco & Edvardsson, Bo, 2012. "A capability perspective on service business development in small and medium-sized suppliers," Scandinavian Journal of Management, Elsevier, vol. 28(4), pages 321-339.
  25. Ulaga, Wolfgang, 2011. "Investigating customer value in global business markets: Commentary essay," Journal of Business Research, Elsevier, vol. 64(8), pages 928-930, August.
  26. Daniela Corsaro, 2017. "Disclosing the dark side of value processes in business relationships," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(4), pages 125-149.
  27. Blocker, Christopher P., 2011. "Modeling customer value perceptions in cross-cultural business markets," Journal of Business Research, Elsevier, vol. 64(5), pages 533-540, May.
  28. Baxter, Roger, 2009. "Reflective and formative metrics of relationship value: A commentary essay," Journal of Business Research, Elsevier, vol. 62(12), pages 1370-1377, December.
  29. Jan Hendrik Schreier & Niels Biethahn & Frank Drewes, 2018. "Question order effects in partial least squares path modelling: an empirical investigation," Quality & Quantity: International Journal of Methodology, Springer, vol. 52(1), pages 71-84, January.
  30. Louise Bildsten, 2014. "Buyer-supplier relationships in industrialized building," Construction Management and Economics, Taylor & Francis Journals, vol. 32(1-2), pages 146-159, February.
  31. Makkonen, Marika & Sundqvist-Andberg, Henna, 2017. "Customer value creation in B2B relationships: Sawn timber value chain perspective," Journal of Forest Economics, Elsevier, vol. 29(PB), pages 94-106.
  32. Hammervoll, Trond, 2012. "Managing interaction for learning and value creation in exchange relationships," Journal of Business Research, Elsevier, vol. 65(2), pages 128-136.
  33. Itani, Omar S. & Jaramillo, Fernando & Paesbrugghe, Bert, 2020. "Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
  34. Watson, George F. & Worm, Stefan & Palmatier, Robert W. & Ganesan, Shankar, 2015. "The Evolution of Marketing Channels: Trends and Research Directions," Journal of Retailing, Elsevier, vol. 91(4), pages 546-568.
  35. Balci, Gökcay & Cetin, Ismail Bilge & Tanyeri, Mustafa, 2018. "Differentiation of container shipping services in Turkey," Transport Policy, Elsevier, vol. 61(C), pages 26-35.
  36. Cheng, Jao-Hong, 2011. "Inter-organizational relationships and knowledge sharing in green supply chains—Moderating by relational benefits and guanxi," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 47(6), pages 837-849.
  37. Renata P. Brito & Priscila L. S. Miguel, 2017. "Power, Governance, and Value in Collaboration: Differences between Buyer and Supplier Perspectives," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(2), pages 61-87, April.
  38. O'Cass, Aron & Sok, Phyra, 2013. "Exploring innovation driven value creation in B2B service firms: The roles of the manager, employees, and customers in value creation," Journal of Business Research, Elsevier, vol. 66(8), pages 1074-1084.
  39. Visnjic, Ivanka & Neely, Andy & Jovanovic, Marin, 2018. "The path to outcome delivery: Interplay of service market strategy and open business models," Technovation, Elsevier, vol. 72, pages 46-59.
  40. Dirk Temme & Adamantios Diamantopoulos & Vanessa Pfegfeidel, 2014. "Specifying Formatively-measured Constructs In Endogenous Positions In Structural Equation Models: Caveats and Guidelines For Researchers," Schumpeter Discussion Papers SDP14005, Universitätsbibliothek Wuppertal, University Library.
  41. Holostencu Luciana-Floriana, 2019. "Value creation and the development of knowledge-intensive service activities in Romania’s travel agencies," Proceedings of the International Conference on Business Excellence, Sciendo, vol. 13(1), pages 854-869, May.
  42. Hanf, Jon Henrich & Pieniadz, Agata, 2007. "Quality Management in Supply Chain Networks - The Case of Poland," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 10(3), pages 1-27.
  43. Intekhab (Ian) Alam, 2010. "Process of customer interaction during new service development in an emerging country," The Service Industries Journal, Taylor & Francis Journals, vol. 31(16), pages 2741-2756, July.
  44. Silva, Graça Miranda & Styles, Chris & Lages, Luis Filipe, 2017. "Breakthrough innovation in international business: The impact of tech-innovation and market-innovation on performance," International Business Review, Elsevier, vol. 26(2), pages 391-404.
  45. Aletta Sophia Tolmay, 2018. "An Investigation Into the Personal Interaction Items Which Best Explain the Variation in Trust Within Automotive Supply Chains," International Journal of Information Systems and Supply Chain Management (IJISSCM), IGI Global, vol. 11(2), pages 77-91, April.
  46. Hani, Umme & Akter, Shahriar & Wickramasinghe, Ananda & Kattiyapornpong, Uraiporn, 2021. "How does relationship quality sustain the rich world’s poorest businesses?," Journal of Business Research, Elsevier, vol. 133(C), pages 297-308.
  47. Angela Besana & Annamaria Esposito, 2017. "Tourism curricula, entrepreneurial engagement and stakeholders’ satisfaction: economics and relationship marketing of universities," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 7(3), pages 375-388, December.
  48. Skarmeas, Dionysis & Saridakis, Charalampos & Leonidou, Constantinos N., 2018. "Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches," Journal of Business Research, Elsevier, vol. 89(C), pages 280-286.
  49. Hultén, Peter, 2012. "Value creation by “muddling” in the B2B sector," Journal of Business Research, Elsevier, vol. 65(6), pages 781-787.
  50. Daniela Corsaro & Isabella Maggioni & Mirko Olivieri, 2021. "Sales and marketing automation in the post-Covid-19 scenario: value drivers in B2B relationships," Italian Journal of Marketing, Springer, vol. 2021(4), pages 371-392, December.
  51. Temme, Dirk & Diamantopoulos, Adamantios & Pfegfeidel, Vanessa, 2014. "Specifying formatively-measured constructs in endogenous positions in structural equation models: Caveats and guidelines for researchers," International Journal of Research in Marketing, Elsevier, vol. 31(3), pages 309-316.
  52. Reinartz, Werner & Haenlein, Michael & Henseler, Jörg, 2009. "An empirical comparison of the efficacy of covariance-based and variance-based SEM," International Journal of Research in Marketing, Elsevier, vol. 26(4), pages 332-344.
  53. Wagner, Stephan M. & Eggert, Andreas & Lindemann, Eckhard, 2010. "Creating and appropriating value in collaborative relationships," Journal of Business Research, Elsevier, vol. 63(8), pages 840-848, August.
  54. Tim Reilly & Amit Saini & Jenifer Skiba, 2020. "Ethical Purchasing Dissonance: Antecedents and Coping Behaviors," Journal of Business Ethics, Springer, vol. 163(3), pages 577-597, May.
  55. Santos, Jose Novais & Mota, João & Baptista, Cristina Sales, 2018. "Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA," Journal of Business Research, Elsevier, vol. 89(C), pages 429-434.
  56. Adrian Payne & Pennie Frow & Andreas Eggert, 2017. "The customer value proposition: evolution, development, and application in marketing," Journal of the Academy of Marketing Science, Springer, vol. 45(4), pages 467-489, July.
  57. Jääskeläinen, Aki, 2021. "The relational outcomes of performance management in buyer-supplier relationships," International Journal of Production Economics, Elsevier, vol. 232(C).
  58. Severin Oesterle & Arne Buchwald & Nils Urbach, 2022. "Investigating the co-creation of IT consulting service value: empirical findings of a matched pair analysis," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 571-597, June.
  59. Jeff S. Johnson & Ravipreet S. Sohi, 2016. "Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 185-205, March.
  60. Vos, F.G.S. & Van der Lelij, R. & Schiele, H. & Praas, N.H.J., 2021. "Mediating the impact of power on supplier satisfaction: Do buyer status and relational conflict matter?," International Journal of Production Economics, Elsevier, vol. 239(C).
  61. Christian Homburg & Moritz Tischer, 2023. "Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 1046-1074, September.
  62. Terawatanavong, Civilai & Whitwell, Gregory J. & Widing, Robert E. & O'Cass, Aron, 2011. "Technological turbulence, supplier market orientation, and buyer satisfaction," Journal of Business Research, Elsevier, vol. 64(8), pages 911-918, August.
  63. Bhamra, Ran & Hicks, Christian & Small, Adrian & García-Villarreal, Enrique, 2022. "Value, product delivery strategies and operational performance in the medical technology industry," International Journal of Production Economics, Elsevier, vol. 245(C).
  64. Wu, Lei-Yu & Chen, Kuan-Yang & Chen, Po-Yuan & Tung, Pei-Ju, 2016. "Revisiting associations between specific asset investment and loyal and cooperative behavior: A complexity theory perspective," Journal of Business Research, Elsevier, vol. 69(9), pages 3545-3552.
  65. Heiko Wieland & Nathaniel N. Hartmann & Stephen L. Vargo, 2017. "Business models as service strategy," Journal of the Academy of Marketing Science, Springer, vol. 45(6), pages 925-943, November.
  66. Wang, Qiong & Bradford, Kevin & Xu, Jun & Weitz, Barton, 2008. "Creativity in buyer–seller relationships: The role of governance," International Journal of Research in Marketing, Elsevier, vol. 25(2), pages 109-118.
  67. Müller, Dirk, 2010. "Alliance Coordination, Dysfunctions, and the Protection of Idiosyncratic Knowledge in Strategic Learning Alliances," EconStor Preprints 41039, ZBW - Leibniz Information Centre for Economics.
  68. Richard Chinomona, 2015. "The Influence of Supplier Involvement on Communication, Relationship Longevity and Business Performance in Small, Medium and Micro Enterprises in South Africa," Journal of Economics and Behavioral Studies, AMH International, vol. 7(3), pages 63-75.
  69. Dautzenberg, Kirsti & Hanf, Jon Henrich, 2007. "Bio-fuel Chains – An Overview on the Structure and the Value Chain Organization," 2007 1st Forum, February 15-17, 2007, Innsbruck, Austria 6573, International European Forum on System Dynamics and Innovation in Food Networks.
  70. Adrienn Papp, 2019. "Innovation Cooperation: Buyer-Supplier Relations," Theory Methodology Practice (TMP), Faculty of Economics, University of Miskolc, vol. 15(01), pages 67-74.
  71. Jasmin Baumann & Kenneth Le Meunier-FitzHugh, 2014. "Trust as a facilitator of co-creation in customer-salesperson interaction – an imperative for the realization of episodic and relational value?," AMS Review, Springer;Academy of Marketing Science, vol. 4(1), pages 5-20, June.
  72. Homburg, Christian & Allmann, Jan & Klarmann, Martin, 2014. "Internal and external price search in industrial buying: The moderating role of customer satisfaction," Journal of Business Research, Elsevier, vol. 67(8), pages 1581-1588.
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  81. Cheng, Jao-Hong & Fu, Ya-Chi, 2013. "Inter-organizational relationships and knowledge sharing through the relationship and institutional orientations in supply chains," International Journal of Information Management, Elsevier, vol. 33(3), pages 473-484.
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  85. Anthony J. deLeon & Sharmila C. Chatterjee, 2017. "B2B relationship calculus: quantifying resource effects in service-dominant logic," Journal of the Academy of Marketing Science, Springer, vol. 45(3), pages 402-427, May.
  86. Shih-Hao Wu & Stephen Chi-Tsun Huang & Ching-Yi Daphne Tsai, 2022. "Lifelong good soldiers of higher education institutions: driving factors and obstructions of alumni loyalty," Service Business, Springer;Pan-Pacific Business Association, vol. 16(2), pages 331-357, June.
  87. Bruhn, Manfred & Georgi, Dominik & Hadwich, Karsten, 2008. "Customer equity management as formative second-order construct," Journal of Business Research, Elsevier, vol. 61(12), pages 1292-1301, December.
  88. Yoon, Jeomhong & Moon, Junyean, 2019. "The moderating effect of buyer purchasing strategy on the relationship between supplier transaction-specific investment and supplier firm performance," Journal of Business Research, Elsevier, vol. 99(C), pages 516-523.
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  92. Cheng, Jao-Hong, 2011. "Inter-organizational relationships and information sharing in supply chains," International Journal of Information Management, Elsevier, vol. 31(4), pages 374-384.
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