Similar Search Results

What you can learn from your customer's customer

Anderson, James C.; Wouters, Marc - In: MIT sloan management review 54 (2012/13) 2, pp. 75-82

Persistent link: https://www.econbiz.de/10009715335

New-technology startups seeking pilot customers : crafting a pair of value propositions

Wouters, Marc; Anderson, James C.; Kirchberger, Markus - In: California management review 60 (2018) 4, pp. 101-124

Persistent link: https://www.econbiz.de/10011913360

Effects of Providing Total Cost of Ownership Information on Attribute Weights in Purchasing Decisions

Morssinkhof, Sebastiaan - 2006

In this paper we investigate how the provision of total cost of ownership (TCO) information affects attribute weights in sourcing decisions, and how this effect is moderated by decision complexity. TCO quantifies the costs of each decision alternative for purchasing decisions, from the...

Persistent link: https://www.econbiz.de/10012732605

How technology-based startups can use customer value propositions to gain pilot customers

Kirchberger, Markus; Wouters, Marc; Anderson, James C. - In: Journal of business-to-business marketing 27 (2020) 4, pp. 353-374

Persistent link: https://www.econbiz.de/10012392044

Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes

Klarmann, Martin; Wouters, Marc - In: Journal of personal selling & sales management : JPSSM 43 (2023) 1, pp. 46-64

Persistent link: https://www.econbiz.de/10014293059

How online information search behavior and the role of tacit knowledge differ across clusters of purchase situations

Lüders, Maximilian; Klarmann, Martin; Wouters, Marc; … - In: Journal of purchasing and supply management 29 (2023) 4, pp. 1-17

Persistent link: https://www.econbiz.de/10014489111