Open Access

Problems In The Valuation Of Business Customers


Cite

Ajzen, I. (2001) “Nature and Operation of Attitudes”, Annual Review of Psychology, 52 (1): 27–58.10.1146/annurev.psych.52.1.27Search in Google Scholar

Brennan, R. (1997) “Buyer-Supplier Partnering in British Industry: The Automotive and Telecommunications Sectors”, Journal of Marketing Management, 13(8): 759−775.10.1080/0267257X.1997.9964510Search in Google Scholar

Cheverton, P. (2008) “No Accounting for Difference [global account management]”, Engineering& Technology, 3(7): 78-81.10.1049/et:20080712Search in Google Scholar

Đukić, S. (2007) Upravljanje marketingom odnosa sa potrošačima, doktorska disertacija, Ekonomski fakultet Niš.Search in Google Scholar

Dwyer, F., Schurr, P., Oh S. (1987) “Developing Buyer-Seller Relationships”, Journal of Marketing, S1: 11 –2710.1177/002224298705100202Search in Google Scholar

Gok, O. (2009) “Linking Account Porfolio Management to Customer Information: Using Customer Satisfaction Metrics for Portfolio Analysis”, Industrial Marketing Management, 38: 433-43910.1016/j.indmarman.2008.02.010Search in Google Scholar

Guenzi, P., Georges, L., Pardo, C. (2009) “The impact of Strategic Account Managers’ Behaviors on Relational Outcomes: An empirical study”, Industrial Marketing Management, 38: 300-31110.1016/j.indmarman.2007.09.011Search in Google Scholar

Guesalaga, R., Johnston, W. (2010) “What's Next in Key Account Management Research? Building the Bridge Between the Academic Literature and the Practitioners' Priorities, Industrial Marketing Management, 39: 1063-106810.1016/j.indmarman.2009.12.008Search in Google Scholar

Gupta, S., Lehmann, D., Stuart J. A. (2005) “Valuing Customers”, Journal of Marketing Research, 41(1): 7-18.10.1509/jmkr.41.1.7.25084Search in Google Scholar

Homburg C., Steiner V., Totzek, D. (2009) “Managing Dynamics in a Customer Portfolio”, Journal of Marketing, 73: 70-89.10.1509/jmkg.73.5.70Search in Google Scholar

Jap, S., Ganesan, S. (2000) “Control Mechanisms and Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment”, Journal of Marketing Research, 37:45-227.10.1509/jmkr.37.2.227.18735Search in Google Scholar

Johnson, M., Selnes, F. (2004) “Customer Portfolio Management: Toward a Dynamic Theory of Exchange Relationships”, Journal of Marketing, 68: 1-17.10.1509/jmkg.68.2.1.27786Search in Google Scholar

Johnson, W. M., Marshall, W. G. (2010) Relationship Selling, McGraw-Hill International Edition.Search in Google Scholar

Kumar, V., Petersen J.A., Leone, R. P. (2007) “How Valuable Is Word of Mouth”, Harvard Business Review, October: 139-144.Search in Google Scholar

Leyland, F. P., Ewing, M. T., Berth, P. (2000) “Turning Competitive Advantage into Customer Equity”, Business Horizons, September-October: pp. 11-18.Search in Google Scholar

Maričič, B., Marinković, M. (2002) Lanac vrednosti u razvijanju odnosa sa potrošačima, Kvalitet: 30-36.Search in Google Scholar

McDonald, M., Rogers, B., Woodburn, D. (2001) Key Customers, How to Manage them Profitably, Butterworth Heinemann.Search in Google Scholar

Michael, D., Naude, P., Salle, R., Valla, J. (2003) Business-to-Business Marketing, New York: Palgrave Macmillan.Search in Google Scholar

Milićević, V. (2003) Strategijsko upravljačko računovodstvo, Beograd: CID, Ekonomski fakultet.Search in Google Scholar

O'Toole, T., Donaldson, B. (2002) “Relationship Performance Dimensions of Buyer– Supplier Exchanges”, European Journal of Purchasing&Supply Management, 8(4):197−207.10.1016/S0969-7012(02)00008-4Search in Google Scholar

Pardo, C., Henneberg, C. S., Mouzas, S., Naude, P. (2006) “Unpicking the Meaning of Value in Key Account Management”, European Journal of Marketing, 40 (11-12): 1360-1374.10.1108/03090560610702858Search in Google Scholar

Peppers, D., Rogers, M. (2004) Managing Customer Relationships, A Strategic Frameworks, New Jersey: John Wiley&Sons.Search in Google Scholar

Piercy, N. F., Lane, N. (2006a) “The Underlying Vulnerabilities in Key Account Management Strategies”, European Management Journal, 24 (2+3): 151-162.10.1016/j.emj.2006.03.005Search in Google Scholar

Piercy, N. F., Lane, N. (2006b) “The Hidden Risks in Strategic Account Management Strategy”, Journal of Business Strategy, 27 (2): 18-26.10.1108/02756660610640146Search in Google Scholar

Rajagopal, Sanchez, R. (2005) “Analysis of Customer Portfolio and Relationship Management models: Bridging Managerial Dimensions”, Journal of Business & Industrial Marketing, 20 (6): 307–316.10.1108/08858620510618147Search in Google Scholar

Reinartz, Werner J., Jacquelyn, S. Thomas, V. Kumar, V. (2005) “Balancing Acquisition and Retention Resources to Maximize Customer Profitability”, Journal of Marketing, 69 (January): 63–79.10.1509/jmkg.69.1.63.55511Search in Google Scholar

Ryals, L.J., Humphries, A. (2007) “Managing Key Business-to-Business Relationships: What Marketing Can Learn From Supply Chain Management”, Journal of Service Research, 9 (4): 312-326.10.1177/1094670507299380Search in Google Scholar

Stanko, M. A., Bonner, J. M., Calantone, R. J. (2007) “Building Commitment in Buyer– Seller Relationships: A Tie Strength Perspective”, Industrial Marketing Management, 36 (8): 1094−1113.10.1016/j.indmarman.2006.10.001Search in Google Scholar

Stanković, Lj., Đukić, S. (2011) Customer Porfolio Management u: Improving the Competitiveness of the Public and Private Sector by Networking Competences, Niš: Faculty of Economics: 225-244.Search in Google Scholar

Stanković, Lj. (2002) Međuzavisni marketing, Ekonomski fakultet, Niš.Search in Google Scholar

Stanković, Lj. (2003) “Analiza vrednosti potrošača”, Ekonomske teme, 3:55-63.Search in Google Scholar

Stanković, Lj., Novićević, B., Đukić, S., (2012) “Designing Corporate Sustainability Performance Measurement System”, Facta Universitatis, Series Economics and Оrganization, 9 (4): 417 – 427.Search in Google Scholar

Storbacka, K. (1997) “Segmentation Based on Customer Profitability: Retrospective Analysis of Retail Bank Customer Bases”, Journal of Marketing Management, 13 (5): 479–92.10.1080/0267257X.1997.9964487Search in Google Scholar

Van Raaij, M. E., Vernooij, A. J., Van Triest, S. (2003) “The Implementation of Customer Profitability Analysis: A Case Study”, Industrial Marketing Management, 32 (11-12): 1265-1293.10.1016/S0019-8501(03)00006-3Search in Google Scholar

Venkatesan, R., Kumar, V. (2004) “A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy”, Journal of Marketing, 68 (October): 106–125.10.1509/jmkg.68.4.106.42728Search in Google Scholar

Wengler, S. (2006) Key Account Management in Business-to-Business Markets, Wiesbaden: Deutscher Universitats-Verlag.Search in Google Scholar

Woodburn, D., McDonald, M. (2011) Key Account Management: The Definitive Guide, Chichester, West Sussex: John Wiley & Sons Ltd.10.1002/9781119207252Search in Google Scholar

Zolkiewski, J., Turnbull, P. (2002) “Do Relationship Portfolios and Networks Provide the Key to Successful Relationship Management?”, The Journal of Business & Industrial Marketing, 17 (7): 575−597.10.1108/08858620210451109Search in Google Scholar

eISSN:
2217-3668
Language:
English
Publication timeframe:
4 times per year
Journal Subjects:
Business and Economics, Political Economics, other, Business Management