Preparing industrial suppliers for customer integration

Jacob, Frank

doi:10.1016/j.indmarman.2005.08.007

Cited by 77 publications

(69 citation statements)

References 32 publications

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“…Campbell, 1985;IMP Group, 1982). Understanding and treating the customer as a co-producer also is one of the premises underlying the concept of customer integration developed in B2B marketing (Frauendorf, Kähm & Kleinaltenkamp, 2007;Jacob, 2006).…”

Section: S-d Logic and Business Marketingmentioning

confidence: 99%

The transition from product to service in business markets: An agenda for academic inquiry

Jacob¹,

Ulaga

2008

Industrial Marketing Management

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210

119

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Section: S-d Logic and Business Marketingmentioning

confidence: 99%

The transition from product to service in business markets: An agenda for academic inquiry

Jacob¹,

Ulaga

2008

Industrial Marketing Management

Self Cite

210

119

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“…An inherent characteristic of business markets is, however, that goods and services are customized (Anderson and Narus 2004;Kleinaltenkamp 1995a, p. 167). The results of a study conducted by Jacob (2006), for example, show that the majority of the respondents have a share of 50% or more of customized goods. However, customized products and services lead to a twofold uncertainty for both the buyer and the seller.…”

Section: Preliminary Ideas For An Analysis Of Industrial Buyer-sellermentioning

confidence: 99%

Buyer-Seller Relationships and the Economics of Information

Sichtmann

2007

J Bus Market Manage

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Section I In this paper, a theoretical framework is developed for the analysis of industrial buyer-seller relationships, using the concepts of search, experience and credence qualities, as known from Economics of Information theory. For this purpose, a dynamic perspective on this configuration is offered. By assuming a shift from experience qualities to search qualities in successive transactions, the evolution of the industrial buyer-seller relationship is explained. Section II The analysis indicates that Economics of Information theory may be a useful approach to analyzing industrial buyer-seller relationships. It allows an economic perspective on the phenomenon, while being measurable. The relationship-building can be explained and the changing dynamics of relationships over time can be described.

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“…The economic effect of customer-centered approach, creation and implementation by companies has been studied by researchers since the 1990s [14][15][16][17][18][19].…”

Section: Literature Reviewmentioning

confidence: 99%

Diagnostic of customer-centeredness of university organizational culture

Шавырина¹,

Демененко²,

Reutova³

2017

Proceedings of the 7th International Scientific and Practical Conference "Current Issues of Linguistics and Didactics: The Inte

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Abstract-The article examines customer-centeredness development of organizational culture of higher education institutions and the extent at the regional level. The study was conducted based on the diagnostic model of university customercentered organizational culture developed by the authors. The model included such parameters as the extent of university organizational customer-centered culture at various levels (general ideological, regulatory, front-office), the degree of satisfying the requirements of students for the university environment, as well as the degree of students' involvement in the organizational culture of a university and the effectiveness of university organizational cultural impact on them. The study led to the conclusion that the strategy for modern university development, on the one hand, is aimed at meeting the needs of students, and, on the other hand, the student is not a main motivator of university development. Customer-centered organizational culture is rather external and demonstrative, rather than domestic, and the university environment is not likely to ensure the commitment of internal and external customers.

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Preparing industrial suppliers for customer integration

Cited by 77 publications

References 32 publications

The transition from product to service in business markets: An agenda for academic inquiry

The transition from product to service in business markets: An agenda for academic inquiry

Buyer-Seller Relationships and the Economics of Information

Diagnostic of customer-centeredness of university organizational culture

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