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Further Reading

Clark T, Salaman G. (1998). Creating the ‘right’ impression: Towards a dramaturgy of management consultancy. The Service Industries Journal, 18(1), 18—38.

Varey, R. (2003) A dialogical foundation for marketing. The Marketing Review 2, 273-288.

References

Aaker, D. (2011). Brand relevance: Making competitors irrelevant. San Francisco: Wiley.

Bagozzi, R. P. (2006). The role of social and self-conscious emotions in the regulation of business to business relationships in salesperson-customer interactions. Journal of Business Marketing, 21(7), 459-457.

Baumann, J., & Le Meunier-FitzHugh, K. (2015). Making value co-creation a reality — Exploring the co-creative value processes in customer-salesperson interaction. Journal of Marketing Management, 31(3—4), 289—316.

Ballantyne, D., & Varey, R. J. (2006). Creating value-in-use through marketing interaction: The exchange logic of relating, communicating and knowing. Marketing Theory, 6(3), 335—348.

Ballantyne, D., Frow, P, Varey, R. J., & Payne, A. (2011). Value propositions as communication practice: Taking the wider view. Industrial Marketing Management, 40, 202—210.

Blocker, C. P, Cannon, J. P, Panagopoulos, N. G., & Sager, J. K. (2012). The role of the sales force in value creation and appropriation: New directions for research. Journal of Personal Selling & Sales Management, 32(1), 15—27.

Christopher, M., Payne, A., & Ballantyne, D. (1991). Relationship marketing. Bringing quality, customer service and marketing together. Oxford: Butterworth-Heinemann.

Cialdini, R.B. (2000). Influence: Science and practice (4th ed.). Pearson Education - USA: Allyn & Bacon.

Clark, B. (2013). Relevance theory. New York: Cambridge University Press.

Clark, T., & Salaman, G. (1998). Creating the ‘right’ impression: Towards a dramaturgy of management consultancy. The Service Industries Journal, 18(1), 18—38.

Coville, A. (2014). Relevance: The power to change minds and behavior and stay ahead of the competition. Brookline: Bibliomotion Incorporated.

Dixon, M., & Adamson, B. (2011). The challenger sale. Taking control of the customer conversation. New York: Portfolio-Penguin.

Goffman, E. (1983). The interaction order. American Sociological Review, 48(1), 1-17.

Goffman, E. (1990). The presentation of self in everyday life. UK: Penguin.

Gronroos, C. (2000). Service management and marketing: A customer relationship management approach. New York: Wiley.

Gronroos, C. (2012). Conceptualising value co-creation: A journey to the 1970s and back to the future. Journal of Marketing Management, 28(13-14), 1520-1534.

Guenzi, P, Pardo, C., & Georges, L. (2007). Relational selling strategy and key account managers’ relational behaviors: An exploratory study. Industrial Marketing Management, 36(1), 121-133.

Hazen, M. A. (1994). A radical humanist perspective of inter organisational relationships. Human Relations, 47(4), 393-415.

Hogan, K. (1996). The psychology of persuasion: How to persuade others to your way of thinking (1st ed.). USA: Pelican Publishing.

Jobber, D., & Lancaster, G. (2014). Selling and sales management (9th ed.). UK: Prentice Hall.

Johnston, P.R. (2014). Proposing business to business customer value: Towards understanding the value proposing actor. Doctoral thesis. Sheffield Business School. Sheffield Hallam University. United Kingdom.

Kowalkowski, C. (2011). Dynamics of value propositions: Insights from service- dominant logic. European Journal of Marketing, 45(1/2), 277-294.

Levitt, T. (1980). Marketing success through the differentiation of anything. Harvard Business Review, 58(1), 83-91.

Miller, R.B., Heiman, S.E., & Tuleja, T. (2005). The new strategic selling (Rev Upd ed.). USA: Business Plus.

Miller, R.B., Heiman, S.E., & Tuleja, T. (2012). The new conceptual selling (2nd ed.). UK: Kogan Page.

O’Cass, A., & Ngo, L. V. (2011). Examining the firm’s value creation process: A managerial perspective of the firm’s value offering strategy and performance. British Journal of Management, 22, 646-671.

Payne, A., Christopher, M., Peck, H., & Clark, M. (1998). Relationship marketing for competitive advantage. Oxford: Butterworth- Heinemann.

Pink, D.H. (2012). To sell is human. Canongate.

Rackham, N. (1995). SPIN selling. Gower.

Schiller, F.C.S. (1912). Relevance. Mind, 21(82), 153-166, Oxford University.

Shannon, C. E., & Weaver, W (1949). Mathematical theory of communication. Urbana: University of Illinois Press.

Shostack, G.L. (1977) Breaking free from product marketing, Journal of Marketing 41(2): 73-80.

Sperber, D., & Wilson, D. (2012). Meaning and relevance. UK: Cambridge University Press.

Stevenson, R.L. (1892). Across the plains with other memories and essays. London: Chatto and Windus Piccadilly. Accessed via https://ia600303.us.archive.org/28/ items/with00stevacrossplainsrich/

Varey, R. J. (2003). A dialogical foundation for marketing. The Marketing Review, 3, 273-288.

Vargo, S. L., & Lusch, R. F. (2011). It’s all B2B...And beyond. Towards as systems perspective of the market. Industrial Marketing Management, 40, 181-187.

Williams, A. J., & Seminerio, J. (1985). What buyers like from salesmen. Industrial Marketing Management, 14, 75-78.

 
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