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Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits

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Cited by:

  1. Jan-Benedict E. M. Steenkamp & Inge Geyskens, 2014. "Manufacturer and Retailer Strategies to Impact Store Brand Share: Global Integration, Local Adaptation, and Worldwide Learning," Marketing Science, INFORMS, vol. 33(1), pages 6-26, January.
  2. Mazuri Abd Ghani & Aida Othman & Nor Asmahani Ibrahim & Wan Zulqurnain Wan Ismail, 2016. "Relationship Marketing Practices and Effects on Marketing Effectiveness: An Empirical Insight from the Hotel Industry," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 1026-1033.
  3. Erkan Ozkaya, H. & Dabas, Chitra & Kolev, Kalin & Hult, G. Tomas M. & Dahlquist, Steven H. & Manjeshwar, Sonia Arun, 2013. "An assessment of hierarchical linear modeling in international business, management, and marketing," International Business Review, Elsevier, vol. 22(4), pages 663-677.
  4. Kang, Jun & Alejandro, Thomas Brashear & Groza, Mark D., 2015. "Customer–company identification and the effectiveness of loyalty programs," Journal of Business Research, Elsevier, vol. 68(2), pages 464-471.
  5. Meyer-Waarden, Lars & Bruwer, Johan & Galan, Jean-Philippe, 2023. "Loyalty programs, loyalty engagement and customer engagement with the company brand: Consumer-centric behavioral psychology insights from three industries," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
  6. Groening, Christopher & Kanuri, Vamsi Krishna, 2013. "Investor reaction to positive and negative corporate social events," Journal of Business Research, Elsevier, vol. 66(10), pages 1852-1860.
  7. Ming-Chih Tsai & Rico Merkert & Jiana-Fu Wang, 2021. "What drives freight transportation customer loyalty? Diverging marketing approaches for the air freight express industry," Transportation, Springer, vol. 48(3), pages 1503-1521, June.
  8. Vivek Astvansh & Niket Jindal, 2022. "Differential Effects of Received Trade Credit and Provided Trade Credit on Firm Value," Production and Operations Management, Production and Operations Management Society, vol. 31(2), pages 781-798, February.
  9. Brashear-Alejandro, Thomas & Kang, Jun & Groza, Mark D., 2016. "Leveraging loyalty programs to build customer–company identification," Journal of Business Research, Elsevier, vol. 69(3), pages 1190-1198.
  10. Yli-Renko, Helena & Denoo, Lien & Janakiraman, Ramkumar, 2020. "A knowledge-based view of managing dependence on a key customer: Survival and growth outcomes for young firms," Journal of Business Venturing, Elsevier, vol. 35(6).
  11. Woodside, Arch G. & Baxter, Roger, 2015. "Imprinting, honeymooning, or maturing: Testing three theories of how interfirm social bonding impacts suppliers' allocations of resources to business customers," Australasian marketing journal, Elsevier, vol. 23(2), pages 96-106.
  12. Zhang, Yumeng & Leischnig, Alexander & Heirati, Nima & Henneberg, Stephan C., 2021. "Dark-side-effect contagion in business relationships," Journal of Business Research, Elsevier, vol. 130(C), pages 260-270.
  13. Roland T. Rust & Ming-Hui Huang, 2014. "The Service Revolution and the Transformation of Marketing Science," Marketing Science, INFORMS, vol. 33(2), pages 206-221, March.
  14. David A. Schweidel & Peter S. Fader & Eric T. Bradlow, 2008. "A Bivariate Timing Model of Customer Acquisition and Retention," Marketing Science, INFORMS, vol. 27(5), pages 829-843, 09-10.
  15. Kwak, Kiho & Kim, Namil, 2022. "Industrial Leadership Changes without Technological Discontinuity: Modularization, Institution-Led Market Discontinuity, and Market Development Strategy," Technological Forecasting and Social Change, Elsevier, vol. 180(C).
  16. Verbeke, W.J.M.I. & Dietz, H.M.S. & Verwaal, E., 2010. "Drivers of Sales Performance: A Contemporary Meta-Analysis," ERIM Report Series Research in Management ERS-2010-031-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  17. Kwak, Kiho & Kim, Namil, 2020. "Concentrate or disperse? The relationship between major customer concentration and supplier profitability and the moderating role of insider ownership," Journal of Business Research, Elsevier, vol. 109(C), pages 648-658.
  18. Shaalan, Ahmed S. & Reast, Jon & Johnson, Debra & Tourky, Marwa E., 2013. "East meets West: Toward a theoretical model linking guanxi and relationship marketing," Journal of Business Research, Elsevier, vol. 66(12), pages 2515-2521.
  19. Robert Mayberry & James Sanders Boles & Naveen Donthu, 2018. "An escalation of commitment perspective on allocation-of-effort decisions in professional selling," Journal of the Academy of Marketing Science, Springer, vol. 46(5), pages 879-894, September.
  20. Kevin Bradford & Steven Brown & Shankar Ganesan & Gary Hunter & Vincent Onyemah & Robert Palmatier & Dominique Rouziès & Rosann Spiro & Harish Sujan & Barton Weitz, 2010. "The embedded sales force: Connecting buying and selling organizations," Marketing Letters, Springer, vol. 21(3), pages 239-253, September.
  21. Pulles, Niels J. & Schiele, Holger, 2013. "Social Capital Determinants of Preferential Resource Allocation in Regional Clusters," management revue - Socio-Economic Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 24(2), pages 96-113.
  22. 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.
  23. Siemieniako, Dariusz & Kubacki, Krzysztof & Mitręga, Maciej, 2021. "Inter-organisational relationships for social impact: A systematic literature review," Journal of Business Research, Elsevier, vol. 132(C), pages 453-469.
  24. Steven M. Shugan, 2007. ": Does Good Marketing Cause Bad Unemployment?," Marketing Science, INFORMS, vol. 26(1), pages 1-17, 01-02.
  25. Mazuri Abd Ghani & Aida Othman & Nor Asmahani Ibrahim & Wan Zulqurnain Wan Ismail, 2016. "Relationship Marketing Practices and Effects on Marketing Effectiveness: An Empirical Insight from the Hotel Industry," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 1026-1033.
  26. Kurtmollaiev, Seidali & Lervik-Olsen, Line & Andreassen, Tor W., 2022. "Competing through innovation: Let the customer judge!," Journal of Business Research, Elsevier, vol. 153(C), pages 87-101.
  27. Ming-Chih Tsai & Rico Merkert & Jiana-Fu Wang, 0. "What drives freight transportation customer loyalty? Diverging marketing approaches for the air freight express industry," Transportation, Springer, vol. 0, pages 1-19.
  28. Eriksson, Kent & Fjeldstad, Øystein & Jonsson, Sara, 2017. "Transaction services and SME internationalization: The effect of home and host country bank relationships on international investment and growth," International Business Review, Elsevier, vol. 26(1), pages 130-144.
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