...Pauliina Ulkuniemi; Saara Pekkarinen; Teea Palo; Jaana Tähtinen Purpose This study seeks to identify the generic elements of a business model in the field of technology‐based services and uses those elements to build a networked business model. A networked business model reflects a situation when...

...Pauliina Ulkuniemi; Saara Pekkarinen; Martin Böttcher; Stephan Klingner Purpose The purpose of this paper is to provide a method that allows the decollating of formerly monolithic services into separate modules. To provide a semantically equivalent decomposed model, structure and dependencies need...

...Mike Rich; Wojciech Peter Latusek Purpose Discrete choice modeling has been discussed by both academics and practitioners as a means of analytical support for B2C relationship marketing. This paper aims to discuss applying this analytical framework in B2B marketing, with an example of cross...

... relationships is given a dynamic framework at the interaction episode level while keeping the connection to the more macro relationship development models that conceptualize relationship states and processes. Paul H. Schurr can be contacted at: p.schurr@albany.edu © Emerald Group Publishing Limited 2007...

... tape‐recorded and respondents were subsequently provided with a summary as well as a verbatim transcript of their respective interviews. Relevant secondary data also included © MCB UP Limited 2002 Modelling Adaptive techniques Business‐to‐business marketing Business development...

...Charles C. Nielson The concept of switching costs or transaction‐specific investments has been widely used in theoretical models of industrial buyer‐seller relationships. Yet there are few empirical studies that have examined the dimensionality of switching costs. The purpose of this study...

...Michael Morris; Corine van Erkom Schurink Assesses the extent to which environmental turbulence is affecting the pricing behavior of industrial marketers. Introduces a conceptual model, based on a review of the available literature, in which pricing behavior is the result of changing dynamics...

...Raymond Kong; Michael C. Mayo Develops a model of the service delivery process in the business‐to‐business context which extends the well‐known Gaps Model and accounts for major differences between the provider/consumer model and business‐to‐business relationships. Describes ongoing efforts...

...Steven A. Sinclair; Edward C. Stalling Describes the uses and advantages of perceptual mapping, a consumer‐based modelling technique having both diagnostic and strategic applications, particularly in determining the threat posed by substitute products and in developing competitive strategies. Uses...