Readings
Relationships and Networks:
Great Managers Engage Honest Firms to Help Strategy. Helpful Teams Manage Relationships by
Having Talkative Networks Linked with Knowledge.
Gronroos, 2004 – relationship marketing definition
Mattsson (1997) – relationship vs network approach definition
Ellis, 2011 – interaction model, relationship ladder of loyalty
Håkansson and Ford, 2002 – network definition, network paradoxes
Håkansson & Snehota 1995 – characteristics of networks (embeddedness + interconnectedness),
, structural and process characteristics of business relationships
Halinen and Tornroos, 1998 – network embeddedness definition and 3 different network
perspectives + representational roles
Möller and Rajala (2007) – business nets
Holmlund and Tornroos (1997) – 3 x types of actors, network layers and business relationship
features
Nonaka (1991) – importance of tacit knowledge in networks
Leek and Mason (2010) – network pictures
Strategy:
Golden Happy Heroes Just Keep Swimming. Hard Key Strategic Businesses Win With
Creative Strategy. And Co-Created Services Value Loyalty.
Gadde, Huemer and Hakansson (2003) – 2 x philosophies of strategy
Jaworski, Kohli, Sahay (2000) – market driven/driving, deconstruction, construction and functional
modification
Harrison and Kjellberg (2010) – segmentation as construction and description
Shapiro and Bonoma (2010) – nested approach to segmentation and segmentation outcomes
Wilson (1986) – customer needs approach to segmentation
Wind and Cardozo (1974) – disaggregation approach
Sheth et al (2000) – customer needs = better
Anderson et al (2006) – value propositions,
Cova and Salle (2008) – 3 x pillars of SD logic, integrated solutions
Vargo and Lusch (2004) – SD logic and cocreation
Sales Strategy:
Companies Invest Lots In Sales Growth Forecasting. The Greatest Heroes Manage KAM.
Cravens, Ingram and LaForge (1991) – Customer Portfolio Model and sales channels
Ingram et al (2001) – Sales strategy structure
(Storbacka 2012) – strategic accounts and strateging account management process
Geiger and Finch (2011) – mature industrial markets and sales approaches
(Terho et al, 2012) – value-based selling approaches
Relationships and Networks:
Great Managers Engage Honest Firms to Help Strategy. Helpful Teams Manage Relationships by
Having Talkative Networks Linked with Knowledge.
Gronroos, 2004 – relationship marketing definition
Mattsson (1997) – relationship vs network approach definition
Ellis, 2011 – interaction model, relationship ladder of loyalty
Håkansson and Ford, 2002 – network definition, network paradoxes
Håkansson & Snehota 1995 – characteristics of networks (embeddedness + interconnectedness),
, structural and process characteristics of business relationships
Halinen and Tornroos, 1998 – network embeddedness definition and 3 different network
perspectives + representational roles
Möller and Rajala (2007) – business nets
Holmlund and Tornroos (1997) – 3 x types of actors, network layers and business relationship
features
Nonaka (1991) – importance of tacit knowledge in networks
Leek and Mason (2010) – network pictures
Strategy:
Golden Happy Heroes Just Keep Swimming. Hard Key Strategic Businesses Win With
Creative Strategy. And Co-Created Services Value Loyalty.
Gadde, Huemer and Hakansson (2003) – 2 x philosophies of strategy
Jaworski, Kohli, Sahay (2000) – market driven/driving, deconstruction, construction and functional
modification
Harrison and Kjellberg (2010) – segmentation as construction and description
Shapiro and Bonoma (2010) – nested approach to segmentation and segmentation outcomes
Wilson (1986) – customer needs approach to segmentation
Wind and Cardozo (1974) – disaggregation approach
Sheth et al (2000) – customer needs = better
Anderson et al (2006) – value propositions,
Cova and Salle (2008) – 3 x pillars of SD logic, integrated solutions
Vargo and Lusch (2004) – SD logic and cocreation
Sales Strategy:
Companies Invest Lots In Sales Growth Forecasting. The Greatest Heroes Manage KAM.
Cravens, Ingram and LaForge (1991) – Customer Portfolio Model and sales channels
Ingram et al (2001) – Sales strategy structure
(Storbacka 2012) – strategic accounts and strateging account management process
Geiger and Finch (2011) – mature industrial markets and sales approaches
(Terho et al, 2012) – value-based selling approaches
