Summary articles
International Business & Supply Chain Marketing
2016
Lisa Rensink
1
,Table of contents
Anderson, James C., and Narus, J.A. (1998), Business Marketing: Understanding what Customers Value.
Harvard Business Review, 76(November/December), 53–65. ................................................................................ 3
Anderson, James C., Narus, James A., and Rossum, W. van. (2006), Customer Value Propositions in Business
Markets. Harvard Business Review, 84(March), 90–99. ......................................................................................... 7
Wind, Yoram and Robert J. Thomas. (2010), Organizational Buying Behaviour in an Interdependent World.
Journal of Global Academy of Marketing Science, 20(2), 110-122. ...................................................................... 12
Managing market offerings ............................................................................................................................. 17
Anderson, James C., and James A. Narus. (1995), Capturing the Value of Supplementary Services. Harvard
Business Review, 73(January/February), 75-80. ................................................................................................... 18
Tuli, K.R., Kohli, A.K. & Sundar, G.B. (2007), Rethinking Customer Solutions: From Product Bundles to
Relational Processes. Journal of Marketing, 71(July), 1-17. ................................................................................. 21
Guajardo, Jose A., et al. (2012), Impact of performance-based contracting on product reliability: An empirical
analysis. Management Science, 58(5), 961-979. .................................................................................................. 25
Parkhe, A. (1993), Strategic Alliance Structuring: A Game Theoretic and Transaction Cost Examination of
Interfirm Cooperation. Academy of Management Journal, 36(4), 794-829. ....................................................... 26
Narayandas, Das. (2005), Building Loyalty in Business Markets. Harvard Business Review, 83(September), 131-
139. ....................................................................................................................................................................... 31
Palmatier, R.W., Dant, Rajiv, P., and Dhruv Grewal. (2006), Factors Influencing the Effectiveness of
Relationship Marketing: A Meta-Analysis. Journal of Marketing, 70(October), 136-153. .................................. 33
Lambert, D.M., and Cooper, M.C. (2000), Issues in Supply Chain Management. Industrial Marketing
Management, 29(1), 65-83. .................................................................................................................................. 36
Fisher, M.L. (1997), What is the right Supply Chain for your product. Harvard Business Review, (March-April),
105-116. ................................................................................................................................................................ 42
Pagh, J.D., and Cooper, M.C. (1998), Supply Chain Postponement and speculation strategies: How to choose
the right strategy. Journal of Business Logistics, 19(2), 13-33. ............................................................................ 46
Guercini, S., and Runfola, A. (2009), The integration between marketing and purchasing in the traceability
process. Industrial Marketing Management, 38(8), 883-891. .............................................................................. 50
Welker, G., Vaart, T. van der, and Donk, D.P. van. (2008), The influence of business conditions on supply chain
information sharing mechanisms: A study among supply chain links of SMEs. International Journal of
Production Economics, 113(2), 706-720. .............................................................................................................. 53
Jonsson, P., Rudberg, M., and Homberg, S. (2013), Centralised supply chain planning at IKEA. Supply Chain
Management: An International Journal, 18(3), 337-350. ..................................................................................... 58
Lee, H.L., Padmanabhan, V., and Whang, S. (1997), Information Distortion in a Supply Chain: the Bullwhip
Effect. 43(4), 546-558. .......................................................................................................................................... 64
Jansson, A.N.U. (2004), Ericsson's proactive supply chain risk management approach after a serious sub-
supplier accident. International Journal of Physical Distribution and Logistics Management, 34(5), 434-456. .. 67
Fiskel, J., Polyviou, M., Croxton, K.L., and Pettit, T.J. (2015), From risk to resilience: learning to deal with
disruption. MIT Sloan Management Review, 56(2), 79-86. .................................................................................. 75
2
, Anderson, James C., and Narus, J.A. (1998), Business Marketing:
Understanding what Customers Value. Harvard Business Review,
76(November/December), 53–65.
Customers – especially those whose costs are driven by what they purchase – increasingly
look to purchasing as a way to increase profits and therefore pressure suppliers to reduce prices. To
persuade customers to focus on total costs rather than simply on acquisition price, a supplier must
have an accurate understanding of what its customers value, and would value.
Customer value models, which are data-driven representations of the worth, in monetary terms, of
what the supplier is doing or could do for its customers.
3
International Business & Supply Chain Marketing
2016
Lisa Rensink
1
,Table of contents
Anderson, James C., and Narus, J.A. (1998), Business Marketing: Understanding what Customers Value.
Harvard Business Review, 76(November/December), 53–65. ................................................................................ 3
Anderson, James C., Narus, James A., and Rossum, W. van. (2006), Customer Value Propositions in Business
Markets. Harvard Business Review, 84(March), 90–99. ......................................................................................... 7
Wind, Yoram and Robert J. Thomas. (2010), Organizational Buying Behaviour in an Interdependent World.
Journal of Global Academy of Marketing Science, 20(2), 110-122. ...................................................................... 12
Managing market offerings ............................................................................................................................. 17
Anderson, James C., and James A. Narus. (1995), Capturing the Value of Supplementary Services. Harvard
Business Review, 73(January/February), 75-80. ................................................................................................... 18
Tuli, K.R., Kohli, A.K. & Sundar, G.B. (2007), Rethinking Customer Solutions: From Product Bundles to
Relational Processes. Journal of Marketing, 71(July), 1-17. ................................................................................. 21
Guajardo, Jose A., et al. (2012), Impact of performance-based contracting on product reliability: An empirical
analysis. Management Science, 58(5), 961-979. .................................................................................................. 25
Parkhe, A. (1993), Strategic Alliance Structuring: A Game Theoretic and Transaction Cost Examination of
Interfirm Cooperation. Academy of Management Journal, 36(4), 794-829. ....................................................... 26
Narayandas, Das. (2005), Building Loyalty in Business Markets. Harvard Business Review, 83(September), 131-
139. ....................................................................................................................................................................... 31
Palmatier, R.W., Dant, Rajiv, P., and Dhruv Grewal. (2006), Factors Influencing the Effectiveness of
Relationship Marketing: A Meta-Analysis. Journal of Marketing, 70(October), 136-153. .................................. 33
Lambert, D.M., and Cooper, M.C. (2000), Issues in Supply Chain Management. Industrial Marketing
Management, 29(1), 65-83. .................................................................................................................................. 36
Fisher, M.L. (1997), What is the right Supply Chain for your product. Harvard Business Review, (March-April),
105-116. ................................................................................................................................................................ 42
Pagh, J.D., and Cooper, M.C. (1998), Supply Chain Postponement and speculation strategies: How to choose
the right strategy. Journal of Business Logistics, 19(2), 13-33. ............................................................................ 46
Guercini, S., and Runfola, A. (2009), The integration between marketing and purchasing in the traceability
process. Industrial Marketing Management, 38(8), 883-891. .............................................................................. 50
Welker, G., Vaart, T. van der, and Donk, D.P. van. (2008), The influence of business conditions on supply chain
information sharing mechanisms: A study among supply chain links of SMEs. International Journal of
Production Economics, 113(2), 706-720. .............................................................................................................. 53
Jonsson, P., Rudberg, M., and Homberg, S. (2013), Centralised supply chain planning at IKEA. Supply Chain
Management: An International Journal, 18(3), 337-350. ..................................................................................... 58
Lee, H.L., Padmanabhan, V., and Whang, S. (1997), Information Distortion in a Supply Chain: the Bullwhip
Effect. 43(4), 546-558. .......................................................................................................................................... 64
Jansson, A.N.U. (2004), Ericsson's proactive supply chain risk management approach after a serious sub-
supplier accident. International Journal of Physical Distribution and Logistics Management, 34(5), 434-456. .. 67
Fiskel, J., Polyviou, M., Croxton, K.L., and Pettit, T.J. (2015), From risk to resilience: learning to deal with
disruption. MIT Sloan Management Review, 56(2), 79-86. .................................................................................. 75
2
, Anderson, James C., and Narus, J.A. (1998), Business Marketing:
Understanding what Customers Value. Harvard Business Review,
76(November/December), 53–65.
Customers – especially those whose costs are driven by what they purchase – increasingly
look to purchasing as a way to increase profits and therefore pressure suppliers to reduce prices. To
persuade customers to focus on total costs rather than simply on acquisition price, a supplier must
have an accurate understanding of what its customers value, and would value.
Customer value models, which are data-driven representations of the worth, in monetary terms, of
what the supplier is doing or could do for its customers.
3
