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Advancing value-based selling research in B2B markets : a theoretical toolbox and research agenda

Keränen, Joona; Totzek, Dirk; Salonen, Anna; Kienzler, … - In: Industrial marketing management : the international … 111 (2023), pp. 55-68

Persistent link: https://www.econbiz.de/10014368300

Three strategies for customer value assessment in business markets

Keränen, Joona; Jalkala, Anne - In: Management decision : MD 52 (2014) 1, pp. 79-100

Purpose: The strategies to assess potential and realized customer value have received surprisingly little attention in management literature. The purpose of this paper is to examine potential customer value assessment strategies for business-to-business (B2B) firms and their special...

Persistent link: https://www.econbiz.de/10010259548

Towards a framework of customer value assessment in B2B markets : an exploratory study

Keränen, Joona; Jalkala, Anne - In: Industrial marketing management : the international … 42 (2013) 8, pp. 1307-1317

Persistent link: https://www.econbiz.de/10010227751

Sustainable value propositions : framework and implications for technology suppliers

Patala, Samuli; Jalkala, Anne; Keränen, Joona; … - In: Industrial marketing management : the international … 59 (2016), pp. 144-156

Persistent link: https://www.econbiz.de/10011622894

Value champions in business markets : four role configurations

Keränen, Joona; Liozu, Stephan - In: Industrial marketing management : the international … 85 (2020), pp. 84-96

Persistent link: https://www.econbiz.de/10012212037

How B2B suppliers articulate customer value propositions in the circular economy : four innovation-driven value creation logics

Ranta, Valtteri; Keränen, Joona; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 87 (2020), pp. 291-305

Persistent link: https://www.econbiz.de/10012285186

Opportunities for value-based selling in an economic crisis : managerial insights from a firm boundary theory

Keränen, Joona; Salonen, Anna; Terho, Harri - In: Industrial marketing management : the international … 88 (2020), pp. 389-395

Persistent link: https://www.econbiz.de/10012285377

Value co-destruction in hotel services : exploring the misalignment of cognitive scripts among customers and providers

Järvi, Henna; Keränen, Joona; Ritala, Paavo; Vilko, Jyri - In: Tourism management : research, policies, practice 77 (2020), pp. 1-13

Persistent link: https://www.econbiz.de/10012152098

Selling and monetizing data in B2B markets : four data-driven value propositions

Ritala, Paavo; Keränen, Joona; Fishburn, Jessica; … - In: Technovation : an international journal of technical … 130 (2024), pp. 1-14

Persistent link: https://www.econbiz.de/10014492072

What drives the implementation of customer success management? : antecedents of customer success management from suppliers' and customers' perspectives

Kleinaltenkamp, Michael; Prohl-Schwenke, Katharina; … - In: Industrial marketing management : the international … 102 (2022), pp. 338-350

Persistent link: https://www.econbiz.de/10013259095