Value in business markets : what do we know? where are we going?

By A. Lindgreen, Finn Wynstra. 2005

699 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/a711eb319f4ddd148a0a07dfe14a419a90c4cc7b

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Citations in the corpus

Impact of Relationship Value on Project Portfolio Success - Investigating the Moderating Effects of Portfolio Characteristics and External Turbulence (2013, background): “…which includes both relationship value for the customer (Menon et al., 2005; Ulaga and Eggert, 2006) as well from the customer to the company (Lindgreen and Wynstra, 2005; Walter and Ritter, 2003), with project portfolio success (Jonas et al., 2012; Martinsuo and Lehtonen, 2007; Meskendahl,…”
From customer value to repurchase intentions and recommendations (2008, background): “The Marketing Science Institute highlights customer value as a marketing research priority ( Lindgreen and Wyndstra, 2005”
Customer perceived value—Conceptualization and avenues for future research (2015, background): “…value” (see, e.g. Chang, Chang, & Li, 2012; Ryals, 2008) as well of value research in a business-to-business context (Lindgreen, Hingley, Grant, & Morgan, 2012; Lindgreen & Wynstra, 2005), and focused on the measurement particularities of the perceived value construct within a B2C context.”
The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences (2012, background): “Firms maintain relationships to benefit from their positive outcomes (Lindgreen & Wynstra, 2005).”
Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation (2012, background): “Despite the fact that research on customer value in business markets has had a long tradition (Lindgren and Wynstra 2005), there is a great deal to be unraveled from the perspective of what leads to value creation by salespeople.”
Conceptualizing and communicating value in business markets: From value in exchange to value in use (2018, background): “T Lindgreen & Wynstra, 2005), summarizing the state-of-the art and developing research agendas for customer value in business markets.”
Organizational and institutional barriers to value-based pricing in industrial relationships (2015, background): “[Beta] Consistent with Lindgreen and Wynstra (2005), we find that buyers might sometimes be reluctant to choose the offer with the highest delivered value for a number of reasons.”