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

Anderson, J.C., Narus, J.A. and Narayandas, D. (2009) ‘Chapter 1 in Business market management’, in Business market management: understanding, creating, and delivering value. 3rd ed. Upper Saddle River, N.J.: Pearson Prentice Hall, pp. 5–9.

Baer, M., Dirks, K.T. and Nickerson, J.A. (2013) ‘Microfoundations of strategic problem formulation’, Strategic Management Journal, 34(2), pp. 197–214. Available at: https://doi.org/10.1002/smj.2004.

Bajari, P., McMillan, R. and Tadelis, S. (2009) ‘Auctions Versus Negotiations in Procurement: An Empirical Analysis’, Journal of Law, Economics, and Organization, 25(2), pp. 372–399. Available at: https://doi.org/10.1093/jleo/ewn002.

Bercovitz, J., Jap, S. and Nickerson, J. (2006) ‘The Antecedents and Performance Implications of Cooperative Exchange Norms.’, Organization Science, 17(Issue 6), pp. 724–740. Available at: http://search.ebscohost.com.ezproxy.library.bi.no/login.aspx?direct=true&db=bth&AN=23486960&site=ehost-live.

Brandenburger, A.M. and Stuart, H.W. (1996) ‘Value-based Business Strategy’, Journal of Economics & Management Strategy, 5(1), pp. 5–24.

Cressman Jr., G.E. (2012) ‘Value-based pricing: A state-of-the-art review’, in Handbook of business-to-business marketing. Cheltenham: Edward Elgar, pp. 246–274. Available at: https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=268.

DeParle, J. (no date) ‘Two classes, Divided by “I do”’, The New York Times [Preprint].

Drubule, A. and Kashan, K. (no date) ‘Value Selling at SKF’.

‘During the course there may be hand-outs and other material on additional topics relevant for the course and the examination.’ (no date).

Fiorillo, V., Secchi, R. and Zambioni, S. (2013a) ‘787 Dreamliner: Cleared for take off?’ The Case Centre.

Fiorillo, V., Secchi, R. and Zambioni, S. (2013b) ‘787 Dreamliner: Cleared for take off?’ The Case Centre.

Fiorillo, V., Secchi, R. and Zambioni, S. (2013c) ‘787 Dreamliner: Cleared for take off?’ The Case Centre.

Francis, I. and Kashani, K. (2011) ‘Xiameter: the past and future of a ’disruptive innovation’.

Ghosh, M., Frias, K.M. and 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. Cheltenham, UK: Edward Elgar Publishing.

Ghosh, M. and John, G. (1999) ‘Governance Value Analysis and Marketing Strategy.’, Journal of Marketing, 63(4), pp. 131–145. Available at: http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=2444282&site=ehost-live.

Gibbons, R. and Henderson, R. (2012) ‘Relational Contracts and Organizational Capabilities’, Organization Science, 23(5), pp. 1350–1364. Available at: https://doi.org/10.1287/orsc.1110.0715.

Haruvy, E. and Jap, S. (2012) ‘Designing B2B markets’, in Handbook of business-to-business marketing. Cheltenham: Edward Elgar, pp. 639–656. Available at: https://www.dawsonera.com/abstract/9781781002445.

Hendrikse, G. (no date a) ‘Hidden action problem’, in Economics and management of organizations: co-ordination, motivation and strategy. London: McGraw-Hill, pp. 106–156.

Hendrikse, G. (no date b) ‘Principal agent models’, in Economics and management of organizations: co-ordination, motivation and strategy. London: McGraw-Hill, pp. 90–98.

Jay, M. (no date) ‘The downside of cohabiting before marriage’, The New York Times [Preprint].

John, G. (2008) ‘Designing price contracts for procurement and marketing of industrial equipment’, pp. 183–199. Available at: 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), pp. 543–556. Available at: https://doi.org/10.1016/j.ijresmar.2016.01.003.

Lo, D. (Ho-F., Ghosh, M. and Lafontaine, F. (2011) ‘The Incentive and Selection Roles of Sales Force Compensation Contracts’, Journal of Marketing Research, 48(4), pp. 781–798. Available at: 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), pp. 826–843. Available at: https://doi.org/10.1287/mnsc.1060.0511.

Narayandas, D. (2007) ‘Arrow Electronics, Inc’. Harvard Business School.

Nickerson, J. (2010) ‘Renewing Kid Meal Toys’.

Nickerson, J. (2013) ‘A Reckoning of Invoices’.

Nickerson, J.A., Dirks, K.T. and Baer, M. (2008) ‘Are You Solving the Right Strategic Problem?’

Nickerson, J.A. and Zenger, T.R. (2004) ‘A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective’, Organization Science, 15(6), pp. 617–632. Available at: https://doi.org/10.1287/orsc.1040.0093.

Payne, A., Frow, P. and Eggert, A. (2017) ‘The customer value proposition: evolution, development, and application in marketing’, Journal of the Academy of Marketing Science, 45(4), pp. 467–489. Available at: https://doi.org/10.1007/s11747-017-0523-z.

Sande, J.B. and 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), pp. 187–194. Available at: https://doi.org/10.1016/j.ijresmar.2015.02.002.

Smith, K. (23 AD) ‘Building Relationships With Key Suppliers’. General Cable. Available at: https://www.youtube.com/watch?v=COEalPlRzwE.

Tadelis, S. and Williamson, O.E. (no date) ‘Transaction cost economics’, in R. Gibbons and J. Roberts (eds) The handbook of organizational economics. Princeton, N.J.: Princeton University Press, pp. 159–191. Available at: 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. Cheltenham: Edward Elgar, pp. 182–207. Available at: https://www.dawsonera.com/abstract/9781781002445.

Tuli, K.R., Kohli, A.K. and Bharadwaj, S.G. (2007) ‘Rethinking Customer Solutions: From Product Bundles to Relational Processes’, Journal of Marketing, 71(3), pp. 1–17. Available at: http://www.jstor.org/stable/30163978?seq=1#page_scan_tab_contents.

Worm, S. et al. (2017) ‘When and why do customer solutions pay off in business markets?’, Journal of the Academy of Marketing Science, 45(4), pp. 490–512. Available at: https://doi.org/10.1007/s11747-017-0529-6.

Worm, S. and Srivastava, R.K. (2014) ‘Impact of component supplier branding on profitability’, International Journal of Research in Marketing, 31(4), pp. 409–424. Available at: https://doi.org/10.1016/j.ijresmar.2014.05.005.

Wuyts, S. and Van den Bulte, C. (2012) ‘Network governance’, in Handbook of business-to-business marketing. Cheltenham: Edward Elgar, pp. 73–89. Available at: https://ebookcentral.proquest.com/lib/bilibrary/reader.action?docID=866978&ppg=95.