Combining value and price to make purchase decisions in business markets

By James Anderson, J. B. Thomson, Finn Wynstra. 2000

144 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/859f8819fd0ca31f7b0b37f35596cddf025f5089

How researchers see this paper

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

In Economics and Econometrics

1. R. Frambach
2. J. Ramsay
3. Finn Wynstra

In General Decision Sciences

1. R. Frambach

In Marketing

1. R. Frambach
2. Finn Wynstra

Citations in the corpus

• The adoption of total cost of ownership for sourcing decisions--a structural equations analysis (2005, background): “Yet, Anderson, Thomson, and Wynstra (2000) demonstrated that purchasing managers seem to rely more on price information than on TCO information in making their sourcing decisions.”
• Succesful new product pricing practices : A contingency approach (2003, background): “Purchasers of industrial capital goods make a trade-off between price and value (Anderson et al., 2000).”
• The real meaning of value in trading relationships (2005, background): “Some authors add small modifications to the basic model, thus (Anderson and Narus, 1999; Anderson et al., 2000 ) both extract price from the costs incurred by buyers in the benefit/cost trade-off formulation, but even these recent variations retain the strong influence of economics with their use o”