Anderson, J. C., Narus, J. A., & Narayandas, D. (2009). Chapter 1 in Business market management. In Business market management: understanding, creating, and delivering value (3rd ed, pp. 5–9). Pearson Prentice Hall.
Baer, M., Dirks, K. T., & Nickerson, J. A. (2013). Microfoundations of strategic problem formulation. Strategic Management Journal, 34(2), 197–214. https://doi.org/10.1002/smj.2004
Bajari, P., McMillan, R., & Tadelis, S. (2009). Auctions Versus Negotiations in Procurement: An Empirical Analysis. Journal of Law, Economics, and Organization, 25(2), 372–399. https://doi.org/10.1093/jleo/ewn002
Bercovitz, J., Jap, S., & Nickerson, J. (2006). The Antecedents and Performance Implications of Cooperative Exchange Norms. Organization Science, 17(Issue 6), 724–740. http://search.ebscohost.com.ezproxy.library.bi.no/login.aspx?direct=true&db=bth&AN=23486960&site=ehost-live
Brandenburger, A. M., & Stuart, H. W. (1996). Value-based Business Strategy. Journal of Economics & Management Strategy, 5(1), 5–24.
Cressman Jr., G. E. (2012). Value-based pricing: A state-of-the-art review. In Handbook of business-to-business marketing (pp. 246–274). Edward Elgar. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=268
DeParle, J. (n.d.). Two classes, Divided by ‘I do’. The New York Times.
Drubule, A., & Kashan, K. (n.d.). Value Selling at SKF (Issue IMD-case 5–0751).
During the course there may be hand-outs and other material on additional topics relevant for the course and the examination. (n.d.).
Fiorillo, V., Secchi, R., & Zambioni, S. (2013a). 787 Dreamliner: Cleared for take off? The Case Centre.
Fiorillo, V., Secchi, R., & Zambioni, S. (2013b). 787 Dreamliner: Cleared for take off? The Case Centre.
Fiorillo, V., Secchi, R., & Zambioni, S. (2013c). 787 Dreamliner: Cleared for take off? The Case Centre.
Francis, I., & Kashani, K. (2011). Xiameter: the past and future of a ’disruptive innovation (Issue IMD Case IMD-5-0702).
Ghosh, M., Frias, K. M., & Lusch, R. F. (2019). 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.
Ghosh, M., & John, G. (1999). Governance Value Analysis and Marketing Strategy. Journal of Marketing, 63(4), 131–145. http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=2444282&site=ehost-live
Gibbons, R., & Henderson, R. (2012). Relational Contracts and Organizational Capabilities. Organization Science, 23(5), 1350–1364. https://doi.org/10.1287/orsc.1110.0715
Haruvy, E., & Jap, S. (2012). Designing B2B markets. In Handbook of business-to-business marketing (pp. 639–656). Edward Elgar. https://www.dawsonera.com/abstract/9781781002445
Hendrikse, G. (n.d.-a). Hidden action problem. In Economics and management of organizations: co-ordination, motivation and strategy (pp. 106–156). McGraw-Hill.
Hendrikse, G. (n.d.-b). Principal agent models. In Economics and management of organizations: co-ordination, motivation and strategy (pp. 90–98). McGraw-Hill.
Jay, M. (n.d.). The downside of cohabiting before marriage. The New York Times.
John, G. (2008). Designing price contracts for procurement and marketing of industrial equipment. 183–199. https://ebookcentral-proquest-com.ezproxy.library.bi.no/lib/bilibrary/reader.action?docID=435239&ppg=176
Lilien, G. L. (2016). The B2B Knowledge Gap. International Journal of Research in Marketing, 33(3), 543–556. https://doi.org/10.1016/j.ijresmar.2016.01.003
Lo, D. (Ho-F., Ghosh, M., & Lafontaine, F. (2011). The Incentive and Selection Roles of Sales Force Compensation Contracts. Journal of Marketing Research, 48(4), 781–798. http://www.jstor.org.ezproxy.library.bi.no/stable/23033454
Macher, J. T. (2006). Technological Development and the Boundaries of the Firm: A Knowledge-Based Examination in Semiconductor Manufacturing. Management Science, 52(6), 826–843. https://doi.org/10.1287/mnsc.1060.0511
Narayandas, D. (2007). Arrow Electronics, Inc (Issue case # 9-598-022). Harvard Business School.
Nickerson, J. (2010). Renewing Kid Meal Toys (Issue Case: 2010-0220-001A).
Nickerson, J. (2013). A Reckoning of Invoices (Issue Case: 2013-0614-001A).
Nickerson, J. A., Dirks, K. T., & Baer, M. (2008). Are You Solving the Right Strategic Problem?
Nickerson, J. A., & Zenger, T. R. (2004). A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective. Organization Science, 15(6), 617–632. https://doi.org/10.1287/orsc.1040.0093
Payne, A., Frow, P., & Eggert, A. (2017). The customer value proposition: evolution, development, and application in marketing. Journal of the Academy of Marketing Science, 45(4), 467–489. https://doi.org/10.1007/s11747-017-0523-z
Sande, J. B., & Haugland, S. A. (2015). Strategic performance effects of misaligned formal contracting: The mediating role of relational contracting. International Journal of Research in Marketing, 32(2), 187–194. https://doi.org/10.1016/j.ijresmar.2015.02.002
Smith, K. (23 C.E.). Building Relationships With Key Suppliers. General Cable. https://www.youtube.com/watch?v=COEalPlRzwE
Tadelis, S., & Williamson, O. E. (n.d.). Transaction cost economics. In R. Gibbons & J. Roberts (Eds), The handbook of organizational economics (pp. 159–191). Princeton University Press. http://eu01.alma.exlibrisgroup.com/view/action/uresolver.do?operation=resolveService&package_service_id=3586240800002215&institutionId=2215&customerId=2200
Thomas, R. J. (2012). Business-to-business market segmentation. In Handbook of business-to-business marketing (pp. 182–207). Edward Elgar. https://www.dawsonera.com/abstract/9781781002445
Tuli, K. R., Kohli, A. K., & Bharadwaj, S. G. (2007). Rethinking Customer Solutions: From Product Bundles to Relational Processes. Journal of Marketing, 71(3), 1–17. http://www.jstor.org/stable/30163978?seq=1#page_scan_tab_contents
Worm, S., Bharadwaj, S. G., Ulaga, W., & Reinartz, W. J. (2017). When and why do customer solutions pay off in business markets? Journal of the Academy of Marketing Science, 45(4), 490–512. https://doi.org/10.1007/s11747-017-0529-6
Worm, S., & Srivastava, R. K. (2014). Impact of component supplier branding on profitability. International Journal of Research in Marketing, 31(4), 409–424. https://doi.org/10.1016/j.ijresmar.2014.05.005
Wuyts, S., & Van den Bulte, C. (2012). Network governance. In Handbook of business-to-business marketing (pp. 73–89). Edward Elgar. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=95
