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Lilien GL. The B2B Knowledge Gap. International Journal of Research in Marketing. 2016;33(3):543-556. doi:10.1016/j.ijresmar.2016.01.003
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Anderson JC, Narus JA, Narayandas D. Chapter 1 in Business market management. In: Business Market Management: Understanding, Creating, and Delivering Value. 3rd ed. Pearson Prentice Hall; 2009:5-9.
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Brandenburger AM, Stuart HW. Value-based Business Strategy. Journal of Economics & Management Strategy. 1996;5(1):5-24.
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Jay M. The downside of cohabiting before marriage. The New York Times.
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DeParle J. Two classes, Divided by ‘I do’. The New York Times.
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Smith K. Building Relationships With Key Suppliers. Published online 23 AD. https://www.youtube.com/watch?v=COEalPlRzwE
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Hendrikse G. Principal agent models. In: Economics and Management of Organizations: Co-Ordination, Motivation and Strategy. McGraw-Hill; 90-98.
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Hendrikse G. Hidden action problem. In: Economics and Management of Organizations: Co-Ordination, Motivation and Strategy. McGraw-Hill; 106-156.
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Gibbons R, Henderson R. Relational Contracts and Organizational Capabilities. Organization Science. 2012;23(5):1350-1364. doi:10.1287/orsc.1110.0715
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Lo D (Ho F, Ghosh M, Lafontaine F. The Incentive and Selection Roles of Sales Force Compensation Contracts. Journal of Marketing Research. 2011;48(4):781-798. http://www.jstor.org.ezproxy.library.bi.no/stable/23033454
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Fiorillo V, Secchi R, Zambioni S. 787 Dreamliner: Cleared for take off? Published online 2013.
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Tadelis S, Williamson OE. Transaction cost economics. In: Gibbons R, Roberts J, eds The Handbook of Organizational Economics. Princeton University Press; 159-191. http://eu01.alma.exlibrisgroup.com/view/action/uresolver.do?operation=resolveService&package_service_id=3586240800002215&institutionId=2215&customerId=2200
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Bercovitz J, Jap S, Nickerson J. The Antecedents and Performance Implications of Cooperative Exchange Norms. Organization Science. 2006;17(Issue 6):724-740. http://search.ebscohost.com.ezproxy.library.bi.no/login.aspx?direct=true&db=bth&AN=23486960&site=ehost-live
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Fiorillo V, Secchi R, Zambioni S. 787 Dreamliner: Cleared for take off? Published online 2013.
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Wuyts S, Van den Bulte C. Network governance. In: Handbook of Business-to-Business Marketing. Edward Elgar; 2012:73-89. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=95
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Sande JB, Haugland SA. Strategic performance effects of misaligned formal contracting: The mediating role of relational contracting. International Journal of Research in Marketing. 2015;32(2):187-194. doi:10.1016/j.ijresmar.2015.02.002
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Fiorillo V, Secchi R, Zambioni S. 787 Dreamliner: Cleared for take off? Published online 2013.
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Haruvy E, Jap S. Designing B2B markets. In: Handbook of Business-to-Business Marketing. Edward Elgar; 2012:639-656. https://www.dawsonera.com/abstract/9781781002445
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Bajari P, McMillan R, Tadelis S. Auctions Versus Negotiations in Procurement: An Empirical Analysis. Journal of Law, Economics, and Organization. 2009;25(2):372-399. doi:10.1093/jleo/ewn002
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Narayandas D. Arrow Electronics, Inc. 2007;(case # 9-598-022).
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Tuli KR, Kohli AK, Bharadwaj SG. Rethinking Customer Solutions: From Product Bundles to Relational Processes. Journal of Marketing. 2007;71(3):1-17. http://www.jstor.org/stable/30163978?seq=1#page_scan_tab_contents
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Nickerson JA, Dirks KT, Baer M. Are You Solving the Right Strategic Problem? Published online 2008.
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Baer M, Dirks KT, Nickerson JA. Microfoundations of strategic problem formulation. Strategic Management Journal. 2013;34(2):197-214. doi:10.1002/smj.2004
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Nickerson J. Renewing Kid Meal Toys. 2010;(Case: 2010-0220-001A).
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Nickerson JA, Zenger TR. A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective. Organization Science. 2004;15(6):617-632. doi:10.1287/orsc.1040.0093
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Macher JT. Technological Development and the Boundaries of the Firm: A Knowledge-Based Examination in Semiconductor Manufacturing. Management Science. 2006;52(6):826-843. doi:10.1287/mnsc.1060.0511
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Nickerson J. A Reckoning of Invoices. 2013;(Case: 2013-0614-001A).
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Ghosh M, John G. Governance Value Analysis and Marketing Strategy. Journal of Marketing. 1999;63(4):131-145. http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=2444282&site=ehost-live
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Thomas RJ. Business-to-business market segmentation. In: Handbook of Business-to-Business Marketing. Edward Elgar; 2012:182-207. https://www.dawsonera.com/abstract/9781781002445
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Francis I, Kashani K. Xiameter: the past and future of a ’disruptive innovation. 2011;(IMD Case IMD-5-0702).
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Worm S, Bharadwaj SG, Ulaga W, Reinartz WJ. When and why do customer solutions pay off in business markets? Journal of the Academy of Marketing Science. 2017;45(4):490-512. doi:10.1007/s11747-017-0529-6
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Ghosh M, Frias KM, Lusch RF. Choosing Value-Chain Locations in Marketing Channels: Integrating Service-Dominant Logic and Product-Form Strategy Perspectives. In: Handbook of Research on Distribution Channels / Edited by Charles A. Ingene, James R. Brown, Rajiv P. Dant. Edward Elgar Publishing; 2019.
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Cressman Jr. GE. Value-based pricing: A state-of-the-art review. In: Handbook of Business-to-Business Marketing. Edward Elgar; 2012:246-274. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=268
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John G. Designing price contracts for procurement and marketing of industrial equipment. Published online 2008:183-199. https://ebookcentral-proquest-com.ezproxy.library.bi.no/lib/bilibrary/reader.action?docID=435239&ppg=176
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Drubule A, Kashan K. Value Selling at SKF. (IMD-case 5-0751).
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Payne A, Frow P, Eggert A. The customer value proposition: evolution, development, and application in marketing. Journal of the Academy of Marketing Science. 2017;45(4):467-489. doi:10.1007/s11747-017-0523-z
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Worm S, Srivastava RK. Impact of component supplier branding on profitability. International Journal of Research in Marketing. 2014;31(4):409-424. doi:10.1016/j.ijresmar.2014.05.005
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During the course there may be hand-outs and other material on additional topics relevant for the course and the examination.