Bibliography for GRA 6436 Managing Business-to-Business Relationships BETA

Anderson, James C., James A. Narus, and Das Narayandas. 2009. ‘Chapter 1 in Business Market Management’. In Business Market Management: Understanding, Creating, and Delivering Value, 3rd ed. Pearson Prentice Hall.

Baer, Markus, Kurt T. Dirks, and Jackson A. Nickerson. 2013. ‘Microfoundations of Strategic Problem Formulation’. Strategic Management Journal 34 (2): 197–214. https://doi.org/10.1002/smj.2004.

Bajari, P., R. McMillan, and S. Tadelis. 2009. ‘Auctions Versus Negotiations in Procurement: An Empirical Analysis’. Journal of Law, Economics, and Organization 25 (2): 372–99. https://doi.org/10.1093/jleo/ewn002.

Bercovitz, Janet, Sandy Jap, and Jack Nickerson. 2006. ‘The Antecedents and Performance Implications of Cooperative Exchange Norms.’ Organization Science 17 (Issue 6): 724–40. http://search.ebscohost.com.ezproxy.library.bi.no/login.aspx?direct=true&db=bth&AN=23486960&site=ehost-live.

Brandenburger, Adam M., and Harborne W. Stuart. 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. Edward Elgar. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=268.

DeParle, Jason. n.d. ‘Two Classes, Divided by “I Do”’. The New York Times.

Drubule, A., and K. Kashan. n.d. Value Selling at SKF. no. 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., R. Secchi, and S. Zambioni. 2013a. 787 Dreamliner: Cleared for Take Off? The Case Centre.

Fiorillo, V., R. Secchi, and S. Zambioni. 2013b. 787 Dreamliner: Cleared for Take Off? The Case Centre.

Fiorillo, V., R. Secchi, and S. Zambioni. 2013c. 787 Dreamliner: Cleared for Take Off? The Case Centre.

Francis, I., and K. Kashani. 2011. Xiameter: The Past and Future of a ’disruptive Innovation. no. IMD Case IMD-5-0702.

Ghosh, Mrinal, Kellilynn M. Frias, and Robert F. Lusch. 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, Mrinal, and George John. 1999. ‘Governance Value Analysis and Marketing Strategy.’ Journal of Marketing 63 (4): 131–45. http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=2444282&site=ehost-live.

Gibbons, Robert, and Rebecca Henderson. 2012. ‘Relational Contracts and Organizational Capabilities’. Organization Science 23 (5): 1350–64. https://doi.org/10.1287/orsc.1110.0715.

Haruvy, Ernan, and Sandy Jap. 2012. ‘Designing B2B Markets’. In Handbook of Business-to-Business Marketing. Edward Elgar. https://www.dawsonera.com/abstract/9781781002445.

Hendrikse, George. n.d.-a. ‘Hidden Action Problem’. In Economics and Management of Organizations: Co-Ordination, Motivation and Strategy. McGraw-Hill.

Hendrikse, George. n.d.-b. ‘Principal Agent Models’. In Economics and Management of Organizations: Co-Ordination, Motivation and Strategy. McGraw-Hill.

Jay, Meg. n.d. ‘The Downside of Cohabiting before Marriage’. The New York Times.

John, George. 2008. Designing Price Contracts for Procurement and Marketing of Industrial Equipment. 183–99. https://ebookcentral-proquest-com.ezproxy.library.bi.no/lib/bilibrary/reader.action?docID=435239&ppg=176.

Lilien, Gary L. 2016. ‘The B2B Knowledge Gap’. International Journal of Research in Marketing 33 (3): 543–56. https://doi.org/10.1016/j.ijresmar.2016.01.003.

Lo, Desmond (Ho-Fu), Mrinal Ghosh, and Francine Lafontaine. 2011. ‘The Incentive and Selection Roles of Sales Force Compensation Contracts’. Journal of Marketing Research 48 (4): 781–98. http://www.jstor.org.ezproxy.library.bi.no/stable/23033454.

Macher, Jeffrey T. 2006. ‘Technological Development and the Boundaries of the Firm: A Knowledge-Based Examination in Semiconductor Manufacturing’. Management Science 52 (6): 826–43. https://doi.org/10.1287/mnsc.1060.0511.

Narayandas, D. 2007. Arrow Electronics, Inc. no. case # 9-598-022. Harvard Business School.

Nickerson, Jack A., and Todd R. Zenger. 2004. ‘A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective’. Organization Science 15 (6): 617–32. https://doi.org/10.1287/orsc.1040.0093.

Nickerson, Jackson. 2010. Renewing Kid Meal Toys. no. Case: 2010-0220-001A.

Nickerson, Jackson. 2013. A Reckoning of Invoices. no. Case: 2013-0614-001A.

Nickerson, Jackson A., Kurt T. Dirks, and Markus Baer. 2008. Are You Solving the Right Strategic Problem?

Payne, Adrian, Pennie Frow, and Andreas Eggert. 2017. ‘The Customer Value Proposition: Evolution, Development, and Application in Marketing’. Journal of the Academy of Marketing Science 45 (4): 467–89. https://doi.org/10.1007/s11747-017-0523-z.

Sande, Jon Bingen, and Sven A. Haugland. 2015. ‘Strategic Performance Effects of Misaligned Formal Contracting: The Mediating Role of Relational Contracting’. International Journal of Research in Marketing 32 (2): 187–94. https://doi.org/10.1016/j.ijresmar.2015.02.002.

Smith, Ken. 23 AD. Building Relationships With Key Suppliers. General Cable. https://www.youtube.com/watch?v=COEalPlRzwE.

Tadelis, Steven, and Oliver E. Williamson. n.d. ‘Transaction Cost Economics’. In The Handbook of Organizational Economics, edited by Robert Gibbons and John Roberts. 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. Edward Elgar. https://www.dawsonera.com/abstract/9781781002445.

Tuli, Kapil R., Ajay K. Kohli, and Sundar G. Bharadwaj. 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, Stefan, Sundar G. Bharadwaj, Wolfgang Ulaga, and Werner J. Reinartz. 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, Stefan, and Rajendra K. Srivastava. 2014. ‘Impact of Component Supplier Branding on Profitability’. International Journal of Research in Marketing 31 (4): 409–24. https://doi.org/10.1016/j.ijresmar.2014.05.005.

Wuyts, Stefan, and Christoph Van den Bulte. 2012. ‘Network Governance’. In Handbook of Business-to-Business Marketing. Edward Elgar. https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=95.