Маркетинг менеджмент

Robert Hiebeler, Thomas B. Kelly, and Charles Ketteman, Best Practices: Building Your Business with Customer-Focused Solutions (New York: Arthur Andersen/Simon & Schuster, 1998), pp. 122—124.

200

См.: «Xerox Multinational Supplier Quality Survey», Purchasing, January 12, 1995, p. 112.

201

Daniel J. Flint, Robert B. Woodruff, and Sarah Fisher Gardial, «Exploring the Phenomenon of Customers’ Desired Value Change in a Business-to-Business Context», Journal of Marketing 66 (October 2002): 102—117.

202

Donald R. Lehmann and John O’Shaughnessy, «Differences in Attribute Importance for Different Industrial Products», Journal of Marketing (April 1974): 36—42.

203

Tim Minahan, «OEM Buying Survey – Part 2: Buyers Get New Roles But Keep Old Tasks», Purchasing , July 16, 1998, pp. 208—209. Влиянию Интернета на выбор поставщика посвящена работа: Kevin Ferguson, «Purchasing in Packs», BusinessWeek , November 1, 1999, pp. EB32–38.

204

Robert M. Morgan and Shelby D. Hunt, «The Commitment–Trust Theory of Relationship Marketing», Journal of Marketing 58, no. 3 (1994): 20—38; Christine Moorman, Rohit Deshpande, and Gerald Zaltman, «Factors Affecting Trust in Market Research Relationships», Journal of Marketing 57 (January 1993): 81–101; Kevin Lane Keller and David A. Aaker, «Corporate-Level Marketing: The Impact of Credibility on a Company’s Brand Extensions», Corporate Reputation Review 1 (August 1998): 356—378; Bob Violino, «Building B2B Trust», Computerworld , June 17, 2002, p. 32.

205

Arnt Buvik and George John, «When Does Vertical Coordination Improve Industrial Purchasing Relationships?» Journal of Marketing 64 (October 2000): 52—64.

206

Akesel I. Rokkan, Jan B. Heide, and Kenneth H. Wathne, «Specific Investment in Marketing Relationships: Expropriation and Bonding Effects», Journal of Marketing Research 40 (May 2003): 210—224.

207

Mrinal Ghosh and George John, «Governance Value Analysis and Marketing Strategy», Journal of Marketing 63 (Special Issue, 1999): 131—145.

208

Arnt Buvik and George John, «When Does Vertical Coordination Improve Industrial Purchasing Relationships?» Journal of Marketing 64 (October 2000): 52—64.

209

Kenneth H. Wathne and Jan B. Heide, «Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions», Journal of Marketing 64 (October 2000): 36—51.

210

Mary Walton, «When Your Partner Fails You», Fortune , May 26, 1997, pp. 87—89.

211

Mark B. Houston and Shane A. Johnson, «Buyer-Supplier Contracts Versus Joint Ventures: Determinants and Consequences of Transaction Structure», Journal of Marketing Research 37, (February 2000): 1–15.

212

Julie Carter, «Hallmark Salutes Veterans with Cards», VFW Magazine , November 2003, pp. 16+; Dennis Coday, «Hallmark to Sell Edi al-Fitr Cards», National Catholic Reporter , October 3, 2003, p. 7; «Mostly Spanish, Sometimes English», MMR , February 24, 2003, p. 26; «AG, Hallmark Build on Ethnic Diversity», MMR , October 15, 2001, pp. 37+; «New Arrangements at Hallmark», Promo , May 1, 2001, pp. 77+; Beth Whitehouse, «Season’s Greetings», Newsday , December 11, 2000, p. B6.

213

James C. Anderson and James A. Narus, «Capturing the Value of Supplementary Services», Harvard Business Review (January–February 1995): 75—83.

214

Tevfik Dalgic and Maarten Leeuw, «Niche Marketing Revisited: Concept, Applications, and Some European Cases», European Journal of Marketing , 28, no. 4 (1994): 39—55.

215

Ian Zack, «Out of the Tube», Forbes , November 26, 2001, p. 200.

216

Robert Blattberg and John Deighton, «Interactive Marketing: Exploiting the Age of Add-ressibility», Sloan Management Review 33, no.1 (1991): 5–14.

217

Kris Maher, «Career Journal – Help Wanted: Marketing Director with Golden Touch», Wall Street Journal , June 11, 2002, p. B10; Paul Davidson, «Entrepreneurs Reap Riches from Net Niches», USA Today , April 20, 1998, p. B3 ( www. ostrichesonline.com ).

218

Peter Post, «Beyond Brand – The Power of Experience Branding», ANA/The Advertiser (October/November 2000).

219

Don Peppers and Martha Rogers, The One to One Future: Building Relationships One Customer at a Time (New York: Currency/Doubleday, 1993).

220

Adrian J. Slywotzky and David J. Morrison, How Digital is Your Business ? (New York: Crown Business, 2000), p. 39.

221

Jerry Wind and A. Rangaswamy, «Customarization: The Second Revolution in Mass Customization», Wharton School Working Paper, June 1999.

222