2002 Working Paper Collection
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A Strategic Framework for Maximizing Customer Equity in Business Markets
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16-2002 Rajkumar Venkatesan and V. Kumar |
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Business Buyer Relationship Management Through Seamless Internet Integration
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13-2002 J. David Lichtenthal |
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Buyer Preferences for Vendors in Business Markets: A Triadic Perspective
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10-2002 Stefan Wuyts, Stefan Stremersch, Philip Hans Franses, and Christophe Van den Bulte
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Delivering Relationship Value: Key Determinant for Customers' Commitment
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8-2002 Achim Walter, Thilo A. Mueller, Gabriele Helfert, and David T. Wilson |
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Do Buyers Consortiums Strategically Influence Market Performance?
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2-2002 Amy Kallianpur |
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Dyadic Adaptation in Business-to-Business Markets
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9-2002 D. Ross Brennan, Peter W. Turnbull and David T. Wilson |
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First In, First Out? The Surprising Effects of Network Externalities on Pioneer Survival
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14-2002 Raji Srinivasan, Gary L. Lilien and Arvind Rangaswamy |
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Integrating Marketing Models
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12-2002 Stan Aungst, Russell Barton and David T. Wilson |
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Internet Integration in Business Marketing Tactics
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5-2002 J. David Lichtenthal and Shay Eliaz |
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Opposites Attract, But Similarity Works: A Study of Interorganizational Similarity in Marketing Channels
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6-2002 Christian Homburg |
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Size and Diversity of Marketplaces: A Production Function View with Application to Industrial Trade Shows
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7-2002 Ani Dasgupta, Gary Lilien and Jianan Wu |
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Technological Opportunism and Radical Technology Adoption: an Application to E-Business
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1-2002 Raji Srinivasan, Gary L. Lilien, and Arvind Rangaswamy |
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The Impact of Free Riding on Price and Service Competition in the Presence of E-Commerce Retailers
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3-2002 Steven Strauss |
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Time is Money: The Effects of Clock Speed on Seller's Revenue in Dutch Auctions
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11-2002 Elena Katok and Anthony M. Kwasnica |
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Turning Adversity into Advantage: Does Proactive Marketing During a Recession Pay Off?
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15-2002 Raji Srinivasan, Gary L. Lilien and Arvind Rangaswamy |
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When Being First is Not Enough: Network Externalities and The Survivor of Pioneers
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4-2002 Ravi Srinivasan, Gary L. Lilien and Arvind Rangaswamy |
