search query: @author Woodruff, R. B. / total: 3
reference: 1 / 3
« previous | next »
| Author: | Flint, D. J. Woodruff, R. B. Gardial, S. F. |
| Title: | Customer value change in industrial marketing relationships. A call for new strategies and research (Marketinginformationssystem) |
| Journal: | Industrial Marketing Management
1997 : MAR, VOL. 26:2, p. 163-175 |
| Index terms: | |
| Freeterms: | KUNDE, MEINUNGSFORSCHUNG |
| Language: | eng |
| Abstract: | Strategic customer retention is problematic and requires information from customers concerning what they value now, their satisfaction with suppliers' abilities to deliver that value, and how their perception of value is changing. Currently, there is little theoretical understanding of the third issue. This article addresses this gap by presenting an argument for developing a customer value change theory and proposing a model that incorporates those events likely to trigger changes in 3 forms: values, desired value, and value judgments. |
« previous | next »
SCIMA