When and why do customer solutions pay off in business markets?

By Stefan Worm, Sundar G. Bharadwaj, Wolfgang Ulaga, W. Reinartz. Journal of the Academy of Marketing Science, 2017

113 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/053b32b7c429d20a69ce35c64f4b0ebc7ee4877c

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Ajay K. Kohli
2. Wolfgang Ulaga

In Organizational Behavior and Human Resource Management

1. Wolfgang Ulaga

In Strategy and Management

1. Ajay K. Kohli
2. Wolfgang Ulaga
3. Sundar G. Bharadwaj

Citations in the corpus

• The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017, background): “This may well account for some of the failures of suppliers to generate profits from customer solutions documented in the literature (Worm et al., 2017).”