IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-00485122.html
   My bibliography  Save this paper

Customer Value in Business Markets: An Agenda for Inquiry

Author

Listed:
  • Wolfgang Ulaga

    (EDHEC - EDHEC Business School - UCL - Université catholique de Lille)

Abstract

In recent years, there has been a resurgence of interest in the value construct among both practitioners and marketing researchers. The purpose of this article is to introduce the reader to the different articles included in this special issue of Industrial Marketing Management on Customer Value in Business Markets. The issue takes a look at value from three different perspectives: value creation for the customer, value creation for the supplier, and joint buyer–seller value creation. Directions for future customer value research in the area of business marketing are provided.

Suggested Citation

  • Wolfgang Ulaga, 2001. "Customer Value in Business Markets: An Agenda for Inquiry," Post-Print hal-00485122, HAL.
  • Handle: RePEc:hal:journl:hal-00485122
    DOI: 10.1016/S0019-8501(01)00151-1
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Chunting Liu & Shanshan Wang & Guozhu Jia, 2020. "Exploring E-Commerce Big Data and Customer-Perceived Value: An Empirical Study on Chinese Online Customers," Sustainability, MDPI, vol. 12(20), pages 1-22, October.
    2. Aleksandra Pisnik & Jasmina Dlačić & Borut Milfelner, 2016. "The Importance of Perceived Service Value in Retail Banking Services," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 28(2), pages 191-212.
    3. Yan Wang & Kang-Lin Peng & Pearl M. C. Lin, 2021. "Resilience of Tourists’ Repurchase Intention during the COVID-19 Pandemic: The Shared Accommodation Sector," Sustainability, MDPI, vol. 13(21), pages 1-14, October.
    4. Cecilia SILVESTRI, 2014. "Quality And Customer Satisfaction: Relationships And Dynamics. A Case Study," Business Excellence and Management, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 4(1), pages 5-21, March.
    5. Smirnova, Maria M., 2006. "Managing buyer-seller relationships in industrial markets: A value creation perspective," Working Papers 862, Graduate School of Management, St. Petersburg State University.
    6. Reimann, Martin & Schilke, Oliver & Thomas, Jacquelyn S., 2010. "Toward an understanding of industry commoditization: Its nature and role in evolving marketing competition," International Journal of Research in Marketing, Elsevier, vol. 27(2), pages 188-197.
    7. Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
    8. Jing Li & Chien-Wen Chen & Chi-Hui Wu & Hsing-Chun Hung & Ching-Torng Lin, 2020. "How do Partners Benefit from IT Use in Supply-Chain Management: An Empirical Study of Taiwan’s Bicycle Industry," Sustainability, MDPI, vol. 12(7), pages 1-24, April.
    9. Deonir De Toni & Gabriel Sperandio Milan & Geverson Custódio Costa & Fabiano Larentis, 2015. "Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad," Brazilian Business Review, Fucape Business School, vol. 12(6), pages 48-71, November.
    10. Julia Heidemann & Marcus Kaiser & Mathias Klier & Florian Probst, 2012. "Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 23(1), pages 27-51, September.
    11. Sánchez-Fernández, Raquel & Iniesta-Bonillo, M. à ngeles, 2009. "Efficiency and quality as economic dimensions of perceived value: Conceptualization, measurement, and effect on satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 16(6), pages 425-433.
    12. Professor Anil Keskar & More Pranay, 2018. "Relationship Value –A Study of Various Published Articles," Indian Journal of Commerce and Management Studies, Educational Research Multimedia & Publications,India, vol. 9(2), pages 96-112, May.
    13. Chen, James K.C. & Batchuluun, Amrita & Batnasan, Javkhuu, 2015. "Services innovation impact to customer satisfaction and customer value enhancement in airport," Technology in Society, Elsevier, vol. 43(C), pages 219-230.
    14. Colleen E. McClure & Justin M. Lawrence & Todd J. Arnold & Lisa K. Scheer, 2023. "The opportunities and costs of highly involved organizational buyers," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 480-501, March.
    15. Oh, Eun-Teak & Chen, Kuo-Min & Wang, Lu-Mei & Liu, Ren-Jye, 2015. "Value creation in regional innovation systems: The case of Taiwan's machine tool enterprises," Technological Forecasting and Social Change, Elsevier, vol. 100(C), pages 118-129.

    More about this item

    Keywords

    Customer Value;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-00485122. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.