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"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets

Terho, Harri; Haas, Alexander; Eggert, Andreas; Ulaga, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 174-185

Persistent link: https://www.econbiz.de/10009513191

Managing customer share in key supplier relationships

Eggert, Andreas; Ulaga, Wolfgang - In: Industrial marketing management : the international … 39 (2010) 8, pp. 1346-1355

Persistent link: https://www.econbiz.de/10008807117

Linking customer value to customer share in business relationships

Ulaga, Wolfgang; Eggert, Andreas - In: Creating and managing superior customer value, (pp. 221-247). 2009

Persistent link: https://www.econbiz.de/10003826408

How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling

Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, … - In: Industrial marketing management : the international … 45 (2015), pp. 12-21

Persistent link: https://www.econbiz.de/10010530587

Selling value in business markets : individual and organizational factors for turning the idea into action

Terho, Harri; Eggert, Andreas; Ulaga, Wolfgang; Haas, … - In: Industrial marketing management : the international … 66 (2017), pp. 42-55

Persistent link: https://www.econbiz.de/10011775966

Conceptualizing and communicating value in business markets : from value in exchange to value in use

Eggert, Andreas; Ulaga, Wolfgang; Frow, Pennie; Payne, … - In: Industrial marketing management : the international … 69 (2018), pp. 80-90

Persistent link: https://www.econbiz.de/10011822306

Linking Customer Value to Customer Share in Business Relationships

Ulaga, Wolfgang; Eggert, Andreas - In: Creating and managing superior customer value, (pp. 221-247). 2008

Marketing metrics represent a growing concern for practitioners and scholars alike. Among the performance measures at the individual account level, customer share emerges as a concept of growing interest, yet marketing lacks rigorous customer share metrics in business markets. In addition, the...

Persistent link: https://www.econbiz.de/10015383381

Rethinking customer-perceived value in business markets from an organizational perspective

Kleinaltenkamp, Michael; Eggert, Andreas; Kashyap, Vishal; … - In: Journal of Inter-Organizational Relationships 28 (2022) 1/2, pp. 1-18

Persistent link: https://www.econbiz.de/10013460222

Investigating customer value in global business markets : commentary essay

Ulaga, Wolfgang - In: Journal of business research : JBR 64 (2011) 8, pp. 928-930

Persistent link: https://www.econbiz.de/10009228968

Kundenbindung auf Basis des Relationship Value

Eggert, Andreas; Garnefeld, Ina - In: Handbuch Kundenbindungsmanagement, (pp. 191-208). 2010

Persistent link: https://www.econbiz.de/10003928541