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Lilien GL. The B2B Knowledge Gap. International Journal of Research in Marketing. 2016 Sept;33(3):543–56.
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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. Upper Saddle River, N.J.: Pearson Prentice Hall; 2009. p. 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 [Internet]. General Cable; 23 AD. Available from: 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. London: McGraw-Hill; p. 90–8.
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Hendrikse G. Hidden action problem. In: Economics and management of organizations: co-ordination, motivation and strategy. London: McGraw-Hill; p. 106–56.
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Gibbons R, Henderson R. Relational Contracts and Organizational Capabilities. Organization Science. 2012;23(5):1350–64.
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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 [Internet]. 2011 Aug;48(4):781–98. Available from: 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? The Case Centre; 2013.
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Tadelis S, Williamson OE. Transaction cost economics. In: Gibbons R, Roberts J, editors. The handbook of organizational economics [Internet]. Princeton, N.J.: Princeton University Press; p. 159–91. Available from: 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 [Internet]. 2006;17(Issue 6):724–40. Available from: 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? The Case Centre; 2013.
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Wuyts S, Van den Bulte C. Network governance. In: Handbook of business-to-business marketing [Internet]. Cheltenham: Edward Elgar; 2012. p. 73–89. Available from: 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):187–94.
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Fiorillo V, Secchi R, Zambioni S. 787 Dreamliner: Cleared for take off? The Case Centre; 2013.
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Haruvy E, Jap S. Designing B2B markets. In: Handbook of business-to-business marketing [Internet]. Cheltenham: Edward Elgar; 2012. p. 639–56. Available from: 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):372–99.
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Narayandas D. Arrow Electronics, Inc. Harvard Business School; 2007.
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Tuli KR, Kohli AK, Bharadwaj SG. Rethinking Customer Solutions: From Product Bundles to Relational Processes. Journal of Marketing [Internet]. 2007;71(3):1–17. Available from: 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? 2008;
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Baer M, Dirks KT, Nickerson JA. Microfoundations of strategic problem formulation. Strategic Management Journal. 2013 Feb;34(2):197–214.
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Nickerson J. Renewing Kid Meal Toys. 2010.
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Nickerson JA, Zenger TR. A Knowledge-Based Theory of the Firm—The Problem-Solving Perspective. Organization Science. 2004 Dec;15(6):617–32.
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Macher JT. Technological Development and the Boundaries of the Firm: A Knowledge-Based Examination in Semiconductor Manufacturing. Management Science. 2006 June;52(6):826–43.
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Nickerson J. A Reckoning of Invoices. 2013.
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Ghosh M, John G. Governance Value Analysis and Marketing Strategy. Journal of Marketing [Internet]. 1999;63(4):131–45. Available from: 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 [Internet]. Cheltenham: Edward Elgar; 2012. p. 182–207. Available from: https://www.dawsonera.com/abstract/9781781002445
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Francis I, Kashani K. Xiameter: the past and future of a ’disruptive innovation. 2011.
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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 July;45(4):490–512.
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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. Cheltenham, UK: 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 [Internet]. Cheltenham: Edward Elgar; 2012. p. 246–74. Available from: 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. 2008;183–99. Available from: 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.
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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 July;45(4):467–89.
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Worm S, Srivastava RK. Impact of component supplier branding on profitability. International Journal of Research in Marketing. 2014;31(4):409–24.
38.
During the course there may be hand-outs and other material on additional topics relevant for the course and the examination.