How customer knowledge dissemination links to KAM
暂无分享,去创建一个
Kaisu Puumalainen | Sami Saarenketo | Hanna Salojärvi | K. Puumalainen | Hanna Salojärvi | S. Saarenketo
[1] Omar N. Toulan,et al. Implementing global account management in multinational corporations , 2000 .
[2] P. M. Podsakoff,et al. Self-Reports in Organizational Research: Problems and Prospects , 1986 .
[3] Jennifer E. Rowley,et al. Eight questions for customer knowledge management in e-business , 2002, J. Knowl. Manag..
[4] Jakki J. Mohr,et al. Factors affecting the use of information in the evaluation of marketing communications productivity , 2001 .
[5] Jenny Darroch,et al. Developing a measure of knowledge management behaviors and practices , 2003, J. Knowl. Manag..
[6] Aino Halinen,et al. Customer knowledge transfer and key account management in professional service organizations , 2006 .
[7] J. Scott Armstrong,et al. Estimating nonresponse bias in mail surveys. , 1977 .
[8] Subhash Sharma,et al. The Role of Relational Information Processes and Technology Use in Customer Relationship Management , 2005 .
[9] B. Wernerfelt,et al. A Resource-Based View of the Firm , 1984 .
[10] M. Gibbert,et al. Five Styles of Customer Knowledge Management, and How Smart Companies Use Them To Create Value , 2002 .
[11] J. Nunnally,et al. Psychometric Theory: NY. , 1978 .
[12] J. M. Cortina,et al. What Is Coefficient Alpha? An Examination of Theory and Applications , 1993 .
[13] K. Storbacka. Strategic account management programs: alignment of design elements and management practices , 2012 .
[14] W. Groot,et al. Job satisfaction of older workers , 1999 .
[15] Andrew D. Pressey,et al. Strategic purchasing and the evaluation of “problem” key supply relationships: what do key suppliers need to know? , 2007 .
[16] A. Diamantopoulos,et al. A Measure of Export Market Orientation: Scale Development and Cross-cultural Validation , 1999 .
[17] John C. Narver,et al. Market Orientation and the Learning Organization , 1995 .
[18] Lisa Napolitano,et al. Customer-Supplier Partnering: A Strategy Whose Time Has Come , 2013 .
[19] Debra Zahay,et al. Information antecedents of personalisation and customisation in business-to-business service markets , 2003 .
[20] I. Nonaka,et al. How Japanese Companies Create the Dynamics of Innovation , 1995 .
[21] Debra Zahay,et al. Customer Learning Processes, Strategy Selection, and Performance in Business-to-Business Service Firms , 2004, Decis. Sci..
[22] C. Moorman. Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes , 1995 .
[23] Qiuping Li,et al. Knowledge communication and translation - a knowledge transfer model , 2009, J. Knowl. Manag..
[24] James M. Sinkula,et al. The synergistic effect of market orientation and learning orientation on organizational performance , 1999 .
[25] Gerald Zaltman,et al. A Comparison of Factors Affecting Researcher and Manager Perceptions of Market Research Use , 1984 .
[26] R. Abratt,et al. Customer–supplier partnerships: Perceptions of a successful key account management program , 2002 .
[27] T. Hillman Willis,et al. Market orientation: relation to structure and performance , 2005 .
[28] A. Joshi,et al. Customer Knowledge Development: Antecedents and Impact on New Product Performance , 2004 .
[29] Linda D. Molm,et al. Risk and Trust in Social Exchange: An Experimental Test of a Classical Proposition , 2000, American Journal of Sociology.
[30] Jeremy Galbreath,et al. Twenty‐first century management rules: the management of relationships as intangible assets , 2002 .
[31] Lutz Kolbe,et al. Knowledge-enabled customer relationship management: integrating customer relationship management and knowledge management concepts[1] , 2003, J. Knowl. Manag..
[32] B. Ivens,et al. Key‐account‐management in business markets: an empirical test of common assumptions , 2008 .
[33] L. Kolbe,et al. Rejuvenating Customer Management:: How to Make Knowledge For, From and About Customers Work , 2005 .
[34] G. Day. The Capabilities of Market-Driven Organizations , 1994 .
[35] D. Sandy Staples,et al. Exploring Perceptions of Organizational Ownership of Information and Expertise , 2001, J. Manag. Inf. Syst..
[36] Arun Sharma. Success factors in key accounts , 2006 .
[37] Babita Gupta,et al. Knowledge management: practices and challenges , 2000, Ind. Manag. Data Syst..
[38] Hsiu-Fen Lin. Knowledge sharing and firm innovation capability: an empirical study , 2007 .
[39] Thomas Ritter,et al. Redefining market orientation from a relationship perspective , 2002 .
[40] Roger Bennett,et al. Organisational factors and knowledge management within large marketing departments: an empirical study , 1999, J. Knowl. Manag..
[41] N. Piercy. Evolution of strategic sales organizations in business‐to‐business marketing , 2010 .
[42] R. Calantone,et al. The Impact of Market Knowledge Competence on New Product Advantage: Conceptualization and Empirical Examination , 1998 .
[43] Swee C. Goh,et al. Managing effective knowledge transfer: an integrative framework and some practice implications , 2002, J. Knowl. Manag..
[44] Christian Homburg,et al. A Configurational Perspective on Key Account Management , 2002 .
[45] Christian Homburg,et al. Intraorganizational determinants of key account management effectiveness , 2003 .
[46] James S. Boles,et al. The role of social capital and knowledge transfer in selling center performance , 2011 .
[47] R. Ramsey,et al. A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams , 2013 .
[48] Bernard J. Jaworski,et al. Markor: A Measure of Market Orientation , 1993 .
[49] Satu Nätti,et al. Customer-related knowledge utilisation in the collaborative relationships of professional service organisation , 2005 .
[50] Rajendra S. Sisodia,et al. Information Technology: Its Role in Building, Maintaining, and Enhancing Relationships , 2000 .
[51] J. Hair. Multivariate data analysis , 1972 .
[52] M García-Murillo,et al. Customer knowledge management , 2002, J. Oper. Res. Soc..
[53] Bernard J. Jaworski,et al. Market orientation: The construct, research propositions, and managerial implications. , 1990 .
[54] Femke de Leeuw van Weenen,et al. Committed to Share: Commitment and CMC Use as Antecedents of Knowledge Sharing , 2004 .
[55] A. Jantunen. Knowledge‐processing capabilities and innovative performance: an empirical study , 2005 .
[56] George S. Day,et al. Capabilities for forging customer relationships , 2000 .
[57] R. Cropanzano,et al. Social Exchange Theory: An Interdisciplinary Review , 2005 .
[58] Alexandra J. Campbell. Creating customer knowledge competence: managing customer relationship management programs strategically , 2003 .
[59] Malcolm McDonald,et al. Key Customers: How to manage them profitably , 2000 .
[60] Bernard J. Jaworski,et al. Market orientation: Antecedents and consequences , 1993 .
[61] Chieh-Peng Lin. To Share or Not to Share: Modeling Tacit Knowledge Sharing, Its Mediators and Antecedents , 2007 .
[62] Heeseok Lee,et al. Knowledge Management Enablers, Processes, and Organizational Performance: An Integrative View and Empirical Examination , 2003, J. Manag. Inf. Syst..
[63] John E. Spillan,et al. The Effect of a Market Orientation on Business Performance: A Study of Small‐Sized Service Retailers Using MARKOR Scale , 2005 .
[64] Daniel Nordigården,et al. Sales coordination and structural complexity : A national-international comparison , 2013 .
[65] Jonathan Sapsed,et al. Teamworking and Knowledge Management: A Review of Converging , 2002 .
[66] S. Ghoshal,et al. Social Capital, Intellectual Capital, and the Organizational Advantage , 1998 .
[67] G. Baltas,et al. Structure in product line management: The role of formalization in service elimination decisions , 2007 .
[68] J. Farley,et al. Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis , 1993 .
[69] M. Lindell,et al. Accounting for common method variance in cross-sectional research designs. , 2001, The Journal of applied psychology.
[70] Kevin J. Trainor,et al. Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes , 2009 .
[71] J. Katzenbach,et al. The discipline of teams. , 1993, Harvard business review.
[72] Lynette Ryals,et al. Creating and capturing value in KAM relationships , 2007 .
[73] D. Turley,et al. Personal selling as knowledge-based activity: communities of practice in sales , 2005 .
[74] D. A. Kenny,et al. The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. , 1986, Journal of personality and social psychology.