Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting

No abstract is available for this paper.

• Publication year

  2015

• Venue

  Industrial Marketing Management

• Publication date

  2015-05-01

• Fields of study

  Business, Economics

• Identifiers
  DOI 10.1016/J.INDMARMAN.2015.02.042
• External record

  Open on Semantic Scholar

• Source metadata

  Semantic Scholar

• No claims are published for this paper.

• No concepts are published for this paper.

• Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets

  2012cited by this paper
• Creating superior customer value for B2B firms through supplier firm capabilities

  2012cited by this paper
• Interconnected levels of Multi-Stage Marketing – A Triadic approach

  2012influential reference
• Aligning marketing strategies throughout the supply chain to enhance performance

  2012cited by this paper
• Dealing with downstream customers: an exploratory study

  2011influential reference
• How Should Consumers’ Willingness to Pay be Measured? An Empirical Comparison of State-of-the-Art Approaches

  2011cited by this paper
• Uncertainty, Risk Aversion, and WTA vs. WTP

  2010cited by this paper
• Purchasing Higher-Value, Higher-Price Offerings in Business Markets

  2010cited by this paper
• Searching for Relationship Value in Business Markets: Are We Missing Something?

  2010cited by this paper
• Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis

  2010cited by this paper
• Comparing Customer and Supplier Perceptions of Value Offerings: An Exploratory Assessment

  2010cited by this paper
• Multivariate data analysis : a global perspective

  2010cited by this paper
• Willingness to Pay: Measurement and Managerial Implications

  2009cited by this paper
• An Analysis of B2B Ingredient Co-Branding Relationships

  2008cited by this paper
• Limit conjoint analysis and Vickrey auction as methods to elicit consumers' willingness‐to‐pay

  2007cited by this paper
• Predicting Purchase Decisions with Different Conjoint Analysis Methods: A Monte Carlo Simulation

  2007cited by this paper
• Being known or being one of many: the need for brand management for business‐to‐business (B2B) companies

  2007cited by this paper
• The value added by specific investments: a framework for managing relationships in the context of value networks

  2006cited by this paper
• Data Analysis Using Regression and Multilevel/Hierarchical Models

  2006cited by this paper
• The changing landscape of supply chain management, marketing channels of distribution, logistics and purchasing

  2006cited by this paper
• Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status

  2006cited by this paper
• Value-based Business Strategy

  2005cited by this paper
• Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay

  2005cited by this paper
• An empirical comparison of methods to measure willingness to pay by examining the hypothetical bias

  2005cited by this paper
• The adoption of total cost of ownership for sourcing decisions--a structural equations analysis

  2005cited by this paper
• Customer value: a review of recent literature and an integrative configuration

  2004cited by this paper
• Measuring Marketing Productivity: Current Knowledge and Future Directions

  2004cited by this paper
• Vertical Marketing Systems for Complex Products: A Triadic Perspective

  2004cited by this paper
• The Effects of Ingredient Branding Strategies on Host Brand Extendibility

  2002cited by this paper
• Buyer–Supplier Relationships and Customer Firm Costs

  2001cited by this paper
• Multilevel Modeling of Individual and Group Level Mediated Effects

  2001cited by this paper
• Building Models for Marketing Decisions

  2000cited by this paper
• Value Creation Versus Value Capture: Towards a Coherent Definition of Value in Strategy

  2000cited by this paper
• Models for marketing decisions in the future

  2000cited by this paper
• Business Marketing: Connecting Strategy, Relationships, and Learning

  1999cited by this paper
• Creating value through mutual commitment to business network relationships

  1999cited by this paper
• Hierarchical Bayes Conjoint Analysis: Recovery of Partworth Heterogeneity from Reduced Experimental Designs

  1996cited by this paper
• Price knowledge and search behavior for habitual, low involvement food purchases

  1993cited by this paper
• Systems selling in the aircraft industry

  1993cited by this paper
• Customer Value Assessment in Business Markets: A State-of-Practice Study

  1992cited by this paper
• The theory of planned behavior

  1991cited by this paper
• Market Orientation: The Construct, Research Propositions, and Managerial Implications

  1990cited by this paper
• The Effect of a Market Orientation on Business Profitability

  1990cited by this paper
• Assessing Advantage: A Framework for Diagnosing Competitive Superiority

  1988cited by this paper
• Checking the Success of Manipulations in Marketing Experiments

  1986cited by this paper
• Volatility of Derived Demand in Industrial Markets and Its Management Implications

  1984cited by this paper
• Handling Nonresponse Issues.

  1983cited by this paper
• A Modified Model of Power in the Marketing Channel

  1982cited by this paper
• Conjoint Analysis in Consumer Research: Issues and Outlook

  1978cited by this paper

• The behavioral intentions of illegal insider trading: effects of gain-loss frames and socio-psychological factors

  2026cites this paper
• Re-examining B2B calculative commitment and its impact on willingness-to-pay a premium price

  2025cites this paper
• Social media use in a multistage wine business model with the emergence of wine tourism

  2025cites this paper
• Effects of Supplier Customer Orientation on Buyer Loyalty: A Contingent Process Model Based on Self-Determination Theory

  2025cites this paper
• Incorporating direct customers' customer needs in a multi-dimensional B2B market segmentation approach

  2024cites this paper
• Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement

  2023cites this paper
• A systematic literature review on network marketing: What do we know and where should we be heading?

  2023cites this paper
• Sharing the benefits: How different dimensions contribute to value creation and capture

  2023cites this paper
• Applying multi-stage marketing in industrial markets: Exploratory insights on its successful implementation, management and adaptation in dynamic markets

  2023cites this paper
• Indicators of Value Creation and Their Perception by Suppliers in Slovakia

  2023cites this paper
• Same but different - The effect of the unit of measure on the valuation of a unit price

  2022cites this paper
• Bridging the gap between trade operators and consumers to better understand the U.S. wine market: A simultaneous application of discrete choice experiments

  2022cites this paper
• Relationship marketing variation in multidyadic industrial channels with component supplier specification

  2022cites this paper
• End-to-end sustainability: trade-offs, consumers’ perceptions and decisions beyond B2C interfaces

  2021cites this paper
• Unpacking value creation and capture in B2B relationships

  2021cites this paper
• Theory development in servitization through the application of fsQCA and experiments

  2021cites this paper
• Theory development in servitization through the application of fsQCA and experiments

  2021cites this paper
• Relationship factors and firms' willingness-to-pay: A comparison of east-west settings

  2020cites this paper
• Event marketing, movie consumers' willingness and box office revenue

  2020cites this paper
• Organizing actor Engagement: A platform perspective

  2020cites this paper
• Becoming a more attractive supplier by managing references – The case of small and medium-sized enterprises in a digitally enhanced business environment

  2020cites this paper
• Data and resource maximization in business-to-business marketing experiments: Methodological insights from data partitioning

  2019influential citation
• Industrial-buying research 1965-2015: review and analysis

  2019cites this paper
• Discussion of correlations between green advertising design and purchase intention based on consumers’ environmental attitude

  2018cites this paper
• Challenging the Theoretical Lenses of Internationalization: A Case Study Analysis

  2018cites this paper
• Attracting and Retaining Customers by Axiomatic Design and Incomplete Rough-Set Theory

  2018cites this paper
• Online group buying: Some insights from the business-to-business perspective

  2017cites this paper
• Sustainability of Direct Sellers in Marketing

  2017cites this paper
• Multistage market segmentation: an exploration of B2B segment alignment

  2016cites this paper
• The University of Southern Mississippi The Aquila Digital Community Faculty Publications 9-1-2006 Introduction : Self-Organization In Nonequilibrium Chemical Systems

  2016cites this paper