Customer Value in Business Markets An Agenda for Inquiry

  title={Customer Value in Business Markets An Agenda for Inquiry},
  author={Wolfgang Ulaga},
  • Wolfgang Ulaga
  • Published 2001
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… CONTINUE READING
Highly Cited
This paper has 36 citations. REVIEW CITATIONS

From This Paper

Figures, tables, results, connections, and topics extracted from this paper.
26 Extracted Citations
12 Extracted References
Similar Papers

Citing Papers

Publications influenced by this paper.
Showing 1-10 of 26 extracted citations

Referenced Papers

Publications referenced by this paper.
Showing 1-10 of 12 references

Customer Perceived Value: A Substitute for Satisfaction in Business Markets

  • A. Eggert, W. Ulaga
  • Journal of Business and Industrial Marketing…
  • 2001
Highly Influential
5 Excerpts

Harvesting Customer Value: Understanding and Applying Customer-Value Based Segmentation

  • G. Dowling, G. L. Lilien, A. Rangaswamy, R. Thomas
  • ISBM Pennsylvania State University, forthcoming
  • 2001
1 Excerpt

Measuring Customer-Perceived Value in Business Markets: A Prerequisite for Marketing Strategy Development and Implementation Markets

  • W. Ulaga, S. Chacour
  • Industrial Marketing Management forthcoming
  • 2001
1 Excerpt

Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy

  • Rust, T Roland, Zeithaml, A Valarie, Lemon, N Katherine
  • 2000
1 Excerpt

Business Market Management: Understanding, Creating, an Delivering Value

  • Anderson, A James, Narus
  • 1999

An Integrated Approach Toward the Spatial Modeling of Perceived Customer Value

  • I. Sinha, W. S. DeSarbo
  • Journal of Marketing Research 35, 236–249
  • 1998
1 Excerpt

Customer Value: The Next Source for Competitive Advantage

  • R. B. Woodruff
  • Journal of the Academy of Marketing Science 25…
  • 1997
1 Excerpt

Reflections on Gaining Competitive Advantage Through Customer Value

  • A. Parasuraman
  • Journal of the Academy of Marketing Science 25…
  • 1997
2 Excerpts

An Integrated Model of Buyer-Seller Relationships

  • Wilson, T. David
  • Journal of the Academy of Marketing Science 23…
  • 1995
1 Excerpt

Similar Papers

Loading similar papers…