Ostajien motiivit: Lähteitä ja lisätietoja

LÄHTEITÄ JA LISÄTIETOJA:

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Candi, M., & Kahn, K. B. (2016). Functional, emotional, and social benefits of new B2B services. Industrial Marketing Management, 57, 177-184.

de Matos, C. A., & Krielow, A. (2019). The effects of environmental factors on B2B e-services purchase: perceived risk and convenience as mediators. Journal of Business & Industrial Marketing.

Lingqvist, O., Plotkin, C. L., & Stanley, J. (2015). Do you really understand how your business customers buy. McKinsey Quarterly, 1, 74-85.

Michaels, R. E., Dubinsky, A. J., & Rich, G. A. (1995). An empirical investigation of components of industrial buyer motivation. Journal of Business-to-Business Marketing, 2(2), 5-35.

Mols, N. P. (2019). The internal competitor: buyer motives and marketing strategies. Journal of Strategic Marketing, 27(5), 405-416.

Nyadzayo, M. W., Casidy, R., & Thaichon, P. (2020). B2B purchase engagement: Examining the key drivers and outcomes in professional services. Industrial Marketing Management, 85, 197-208.

Roy, S., Sreejesh, S., & Bhatia, S. (2019). Service quality versus service experience: An empirical examination of the consequential effects in B2B services. Industrial Marketing Management, 82, 52-69.

Sela, A., Simonson, I., & Kivetz, R. (2013). Beating the market: The allure of unintended value. Journal of Marketing Research, 50(6), 691-705.

Weinstein, A. (2014). Segmenting B2B technology markets via psychographics: an exploratory study. Journal of Strategic Marketing, 22(3), 257-267.

Witell, L., Kowalkowski, C., Perks, H., Raddats, C., Schwabe, M., Benedettini, O., & Burton, J. (2020). Characterizing customer experience management in business markets. Journal of Business Research, 116, 420-430.

Zolkiewski, J., Story, V., Burton, J., Chan, P., Gomes, A., Hunter-Jones, P., … & Robinson, W. (2017). Strategic B2B customer experience management: the importance of outcomes-based measures. Journal of Services Marketing.