@inbook{Anderson_Narus_Narayandas_2009, address={Upper Saddle River, N.J.}, edition={3rd ed}, title={Chapter 1 in Business market management}, booktitle={Business market management: understanding, creating, and delivering value}, publisher={Pearson Prentice Hall}, author={Anderson, James C. and Narus, James A. and Narayandas, Das}, year={2009}, pages={5–9} }
@article{Baer_Dirks_Nickerson_2013, title={Microfoundations of strategic problem formulation}, volume={34}, DOI={10.1002/smj.2004}, number={2}, journal={Strategic Management Journal}, author={Baer, Markus and Dirks, Kurt T. and Nickerson, Jackson A.}, year={2013}, month=feb, pages={197–214} }
@article{Bajari_McMillan_Tadelis_2009, title={Auctions Versus Negotiations in Procurement: An Empirical Analysis}, volume={25}, DOI={10.1093/jleo/ewn002}, number={2}, journal={Journal of Law, Economics, and Organization}, author={Bajari, P. and McMillan, R. and Tadelis, S.}, year={2009}, pages={372–399} }
@article{Bercovitz_Jap_Nickerson_2006, title={The Antecedents and Performance Implications of Cooperative Exchange Norms.}, volume={17}, url={http://search.ebscohost.com.ezproxy.library.bi.no/login.aspx?direct=true&db=bth&AN=23486960&site=ehost-live}, number={Issue 6}, journal={Organization Science}, author={Bercovitz, Janet and Jap, Sandy and Nickerson, Jack}, year={2006}, pages={724–740} }
@article{Brandenburger_Stuart_1996, title={Value-based Business Strategy}, volume={5}, number={1}, journal={Journal of Economics & Management Strategy}, author={Brandenburger, Adam M. and Stuart, Harborne W.}, year={1996}, pages={5–24} }
@inbook{Cressman Jr._2012, address={Cheltenham}, title={Value-based pricing: A state-of-the-art review}, url={https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=268}, booktitle={Handbook of business-to-business marketing}, publisher={Edward Elgar}, author={Cressman Jr., G. E.}, year={2012}, pages={246–274} }
@article{DeParle, title={Two classes, Divided by ‘I do’}, journal={The New York Times}, author={DeParle, Jason} }
@misc{Drubule_Kashan, title={Value Selling at SKF}, number={IMD-case 5–0751}, author={Drubule, A. and Kashan, K.} }
@misc{Fiorillo_Secchi_Zambioni_2013a, title={787 Dreamliner: Cleared for take off?}, publisher={The Case Centre}, author={Fiorillo, V. and Secchi, R. and Zambioni, S.}, year={2013} }
@misc{Fiorillo_Secchi_Zambioni_2013b, title={787 Dreamliner: Cleared for take off?}, publisher={The Case Centre}, author={Fiorillo, V. and Secchi, R. and Zambioni, S.}, year={2013} }
@misc{Fiorillo_Secchi_Zambioni_2013c, title={787 Dreamliner: Cleared for take off?}, publisher={The Case Centre}, author={Fiorillo, V. and Secchi, R. and Zambioni, S.}, year={2013} }
@misc{Francis_Kashani_2011, title={Xiameter: the past and future of a ’disruptive innovation}, number={IMD Case IMD-5-0702}, author={Francis, I. and Kashani, K.}, year={2011} }
@inbook{Ghosh_Frias_Lusch_2019, address={Cheltenham, UK}, title={Choosing Value-Chain Locations in Marketing Channels: Integrating Service-Dominant Logic and Product-Form Strategy Perspectives}, booktitle={Handbook of research on distribution channels / edited by Charles A. Ingene, James R. Brown, Rajiv P. Dant}, publisher={Edward Elgar Publishing}, author={Ghosh, Mrinal and Frias, Kellilynn M. and Lusch, Robert F.}, year={2019} }
@article{Ghosh_John_1999, title={Governance Value Analysis and Marketing Strategy.}, volume={63}, url={http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=2444282&site=ehost-live}, number={4}, journal={Journal of Marketing}, author={Ghosh, Mrinal and John, George}, year={1999}, pages={131–145} }
@article{Gibbons_Henderson_2012, title={Relational Contracts and Organizational Capabilities}, volume={23}, DOI={10.1287/orsc.1110.0715}, number={5}, journal={Organization Science}, author={Gibbons, Robert and Henderson, Rebecca}, year={2012}, pages={1350–1364} }
@inbook{Haruvy_Jap_2012, address={Cheltenham}, title={Designing B2B markets}, url={https://www.dawsonera.com/abstract/9781781002445}, booktitle={Handbook of business-to-business marketing}, publisher={Edward Elgar}, author={Haruvy, Ernan and Jap, Sandy}, year={2012}, pages={639–656} }
@inbook{Hendrikse, address={London}, title={Principal agent models}, booktitle={Economics and management of organizations: co-ordination, motivation and strategy}, publisher={McGraw-Hill}, author={Hendrikse, George}, pages={90–98} }
@inbook{Hendrikse, address={London}, title={Hidden action problem}, booktitle={Economics and management of organizations: co-ordination, motivation and strategy}, publisher={McGraw-Hill}, author={Hendrikse, George}, pages={106–156} }
@article{Jay, title={The downside of cohabiting before marriage}, journal={The New York Times}, author={Jay, Meg} }
@article{John_2008, title={Designing price contracts for procurement and marketing of industrial equipment}, url={https://ebookcentral-proquest-com.ezproxy.library.bi.no/lib/bilibrary/reader.action?docID=435239&ppg=176}, publisher={Emerald Group Publishing Limited}, author={John, George}, year={2008}, pages={183–199} }
@article{Lilien_2016, title={The B2B Knowledge Gap}, volume={33}, DOI={10.1016/j.ijresmar.2016.01.003}, number={3}, journal={International Journal of Research in Marketing}, author={Lilien, Gary L.}, year={2016}, month=sept, pages={543–556} }
@article{Lo_Ghosh_Lafontaine_2011, title={The Incentive and Selection Roles of Sales Force Compensation Contracts}, volume={48}, url={http://www.jstor.org.ezproxy.library.bi.no/stable/23033454}, number={4}, journal={Journal of Marketing Research}, author={Lo, Desmond (Ho-Fu) and Ghosh, Mrinal and Lafontaine, Francine}, year={2011}, month=aug, pages={781–798} }
@article{Macher_2006, title={Technological Development and the Boundaries of the Firm: A Knowledge-Based Examination in Semiconductor Manufacturing}, volume={52}, DOI={10.1287/mnsc.1060.0511}, number={6}, journal={Management Science}, author={Macher, Jeffrey T.}, year={2006}, month=june, pages={826–843} }
@misc{Narayandas_2007, title={Arrow Electronics, Inc}, number={case # 9-598-022}, publisher={Harvard Business School}, author={Narayandas, D.}, year={2007} }
@article{Nickerson_Zenger_2004, title={A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective}, volume={15}, DOI={10.1287/orsc.1040.0093}, number={6}, journal={Organization Science}, author={Nickerson, Jack A. and Zenger, Todd R.}, year={2004}, month=dec, pages={617–632} }
@misc{Nickerson_2010, title={Renewing Kid Meal Toys}, number={Case: 2010-0220-001A}, author={Nickerson, Jackson}, year={2010} }
@misc{Nickerson_2013, title={A Reckoning of Invoices}, number={Case: 2013-0614-001A}, author={Nickerson, Jackson}, year={2013} }
@article{Nickerson_Dirks_Baer_2008, title={Are You Solving the Right Strategic Problem?}, author={Nickerson, Jackson A. and Dirks, Kurt T. and Baer, Markus}, year={2008} }
@article{Payne_Frow_Eggert_2017, title={The customer value proposition: evolution, development, and application in marketing}, volume={45}, DOI={10.1007/s11747-017-0523-z}, number={4}, journal={Journal of the Academy of Marketing Science}, author={Payne, Adrian and Frow, Pennie and Eggert, Andreas}, year={2017}, month=july, pages={467–489} }
@article{Sande_Haugland_2015, title={Strategic performance effects of misaligned formal contracting: The mediating role of relational contracting}, volume={32}, DOI={10.1016/j.ijresmar.2015.02.002}, number={2}, journal={International Journal of Research in Marketing}, author={Sande, Jon Bingen and Haugland, Sven A.}, year={2015}, pages={187–194} }
@misc{Smith_23 AD, title={Building Relationships With Key Suppliers}, url={https://www.youtube.com/watch?v=COEalPlRzwE}, publisher={General Cable}, author={Smith, Ken}, year={23 AD} }
@inbook{Tadelis_Williamson, address={Princeton, N.J.}, title={Transaction cost economics}, url={http://eu01.alma.exlibrisgroup.com/view/action/uresolver.do?operation=resolveService&package_service_id=3586240800002215&institutionId=2215&customerId=2200}, booktitle={The handbook of organizational economics}, publisher={Princeton University Press}, author={Tadelis, Steven and Williamson, Oliver E.}, editor={Gibbons, Robert and Roberts, John}, pages={159–191} }
@inbook{Thomas_2012, address={Cheltenham}, title={Business-to-business market segmentation}, url={https://www.dawsonera.com/abstract/9781781002445}, booktitle={Handbook of business-to-business marketing}, publisher={Edward Elgar}, author={Thomas, R. J.}, year={2012}, pages={182–207} }
@article{Tuli_Kohli_Bharadwaj_2007, title={Rethinking Customer Solutions: From Product Bundles to Relational Processes}, volume={71}, url={http://www.jstor.org/stable/30163978?seq=1#page_scan_tab_contents}, number={3}, journal={Journal of Marketing}, publisher={American Marketing AssociationAmerican Marketing Association}, author={Tuli, Kapil R. and Kohli, Ajay K. and Bharadwaj, Sundar G.}, year={2007}, pages={1–17} }
@article{Worm_Bharadwaj_Ulaga_Reinartz_2017, title={When and why do customer solutions pay off in business markets?}, volume={45}, DOI={10.1007/s11747-017-0529-6}, number={4}, journal={Journal of the Academy of Marketing Science}, author={Worm, Stefan and Bharadwaj, Sundar G. and Ulaga, Wolfgang and Reinartz, Werner J.}, year={2017}, month=july, pages={490–512} }
@article{Worm_Srivastava_2014, title={Impact of component supplier branding on profitability}, volume={31}, DOI={10.1016/j.ijresmar.2014.05.005}, number={4}, journal={International Journal of Research in Marketing}, author={Worm, Stefan and Srivastava, Rajendra K.}, year={2014}, pages={409–424} }
@inbook{Wuyts_Van den Bulte_2012, address={Cheltenham}, title={Network governance}, url={https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=95}, booktitle={Handbook of business-to-business marketing}, publisher={Edward Elgar}, author={Wuyts, Stefan and Van den Bulte, Christoph}, year={2012}, pages={73–89} }
@misc{During the course there may be hand-outs and other material on additional topics relevant for the course and the examination. }
