Skip to main content
Article thumbnail
Location of Repository

Relationship value in the Russian wholesale carpet\ud market

By Marwa Elgebali


The importance of studying the Russian market stems from several characteristics\ud such as experiencing transition from a command to a market economy that is seen in\ud its business networks, being the biggest emerging stock market and high potential for\ud business. The ‘command period’, where the government control all aspects of life, has\ud caused the lack of academic research which makes this study an important addition to\ud the body of knowledge on the Russian market specially the business to business\ud market. It becomes an important reference for business practice and a guide for future\ud research.\ud \ud \ud Desk research revealed problems in the wholesale market such as the inability of\ud managers to build long-term successful relationships and lack of value-added\ud collaborative relationships. The wholesale market has also been experiencing several\ud problems such as lack of domestic supply and dominance of importers and the carpet\ud market is one those markets that shares these problems. The fact that the wholesale\ud market is dominated by importers raised the interest in researching relationships\ud where wholesalers/distributers are suppliers. This was supported by the fact that\ud research is lacking from the wholesalers point of view, it is always either\ud manufacturers or retailers view. To help businesses in the Russian wholesale carpet\ud market establish a relationship value perspective, it is important to understand how\ud customer think of their supplier relationships in terms of what constitutes valuable in\ud their supplier relationships. the trade off factor which is at the heart of relationship\ud value is the centre of this research as it is targeting at understanding how customer\ud trade off different relationship value attributes to evaluate their relationships with\ud suppliers.\ud \ud \ud Using a pragmatic approach, the research attempts to identify the most valuable\ud attributes for the customer organization in their relationship with suppliers. A\ud pragmatic approach to research is using a mix of both a positivistic and a relativistic\ud approach in the same research, conjoint analysis as a tool for measurement was\ud chosen for the field study. The nature of conjoint measurement involving two stages;\ud the elicitation phase where exploratory semi structured interviews was used to\ud elicitation relationship value attributes to be used in the next stage, conjoint cards\ud suited the research approach adopted. Conjoint measurement also has many\ud advantages that matched research objectives such as attributes of relationship value\ud used in the elicitation phase were adopted from the literature of relationship value.\ud Data were collected using conjoint questionnaire which gives an accurate estimation\ud of the attribute and the attribute level importance to each respondent. A total 59 were\ud usable questionnaires were collected out of which 48 included the second answered\ud the second and the third part of the questionnaire (conjoint cards). The unit used in the\ud analysis of the Russian carpet distribution network is the triad distributor-distributor-retailers.\ud \ud \ud The conjoint questionnaire was distributed to retailers to evaluate what they value in\ud their suppliers (distributor) relationship and to distributors to evaluate what they value\ud in their supplier (distributor) relationship. From the exploratory semi structured\ud interviews at the elicitation phase it was found that the most important attribute that Russian companies saw valuable in their relationship with suppliers are price\ud discounts, communication, adaptability, relationship length, delays of operations, and\ud terms of payment. Relationship value attributes. The research reveals important\ud characteristics of the Russian wholesale carpet such as the fact that Russian carpet\ud wholesalers have a high preference for long-term relationships while retailers have a\ud high preference for short-term relationships. Also wholesalers have a very high\ud preference for “no delays at all’ while retailers have a tolerance rate for acceptable\ud delays.\ud \ud \ud The most important contribution of this research is what we called “the relationship\ud value concept” which is the sum of utilities of all relationship value attributes. The\ud relationship utility concept could be used to assess how valuable existing relationships\ud are as well as the value of new ones or new offerings to customers. The research\ud provides reference tables with utility values that can be used in calculating the value\ud of a customer relationship. The reference tables include values of attributes and their\ud levels depending on whether the organization is a retailer or wholesaler and also\ud depending on the type of carpets sold by the organization.\ud \ud \ud Another contribution is to the literature of segmentation in business to business\ud markets operational method for segmenting the market was found. The relationship\ud value concept is introduced as an operational method for segmenting the market. It is\ud also thought that this research contributes to the lacking literature from wholesalers’\ud point of view in distribution networks research

Topics: HF, HB
OAI identifier:

Suggested articles


  1. 1988a, analyzing decision making, metric conjoint analysis,
  2. (1985). 2000a, Service Management and Marketing: A Customer Relationship Management Approach, 2nd ed.,
  3. 2003a, How to report on surveys, 2nd ed,
  4. (2000). A comparison of conjoint measurement with self-explicated approaches, appeared in Anders Gustafsson, Andreas Herrmass and Frank Huber (Eds.): conjoint measurement: methods and applications:
  5. (1979). A comparison of internal validity of alternative parameter estimation methods in decompositional multiattribute preference models,
  6. (2002). A Comparison of quality function deployment and conjoint analysis in new product design,
  7. (1996). A comparison of stated preferences methods for environmental analysis,
  8. (1981). a composite attitude- behaviour model of traveller decision making, transportation research,
  9. (2004). A conjoint analysis of Irish consumer preference for farmhouse cheese,
  10. (1976). a consumer preference approach to the planning of rural primary health care facilities,
  11. (2001). A cross-cultural comparison of style in Eastern European emerging markets,
  12. (1995). A day in the city: using conjoint choice experiments to model urban tourists’ choice of activity packages,
  13. (2000). a dynamic model of customer loyalty, competitive paper presented at
  14. (1972). A generic concept of marketing,
  15. (2000). A methodology for evaluating user perceptions of the delivery of ICT services: a comparative study of six UK local authorities,
  16. (1980). A methodology for the study of inter-company relations in industrial market channels,
  17. (1990). A model of distributor firm and manufacturer firm working partnerships,
  18. (1990). a model of distributor firm and manufacturing firm working relationships,
  19. (2001). A model of relationship marketing
  20. (1978). a new approach to industrial market segmentation, Sloan management review,
  21. (2002). A new research agenda for business segmentation.
  22. (2000). A Process Model of Internationalization -
  23. (1997). A program for implementing market segmentation,
  24. (2005). A Researcher’s Dilemma - Philosophical and Methodological Pluralism,
  25. (1999). A review of the “value” literature and implications for relationship marketing,
  26. (1998). A review of the nature and development of inter-organisational relationships: a network perspective,
  27. (1994). A Study to Explore the Perceptions and Needs of Continuing Professional Education among Nurses in Practice in Two District Health Authorities in South West Thames Regional Health Authority. Commissioned by South West Thames Regional Health Authority,
  28. (2004). Activity Coordination and Resource Combining in Distribution Networks – Implications for Relationship Involvement and the Relationship Atmosphere,
  29. (1997). After the basics: keeping key issues in mind makes conjoint analysis easier to apply,
  30. (1983). After the sale is over,
  31. (1985). An analysis of temporal stability and structural reliability metric conjoint analysis,
  32. (2001). an exploration of contemporary marketing practices in the New Zealand wine sector: Evidence from three cases,
  33. (2003). an eye on Russia,
  34. (1995). An Inquiry Into Successful Exporting: An Empirical Investigation Using a Three-Stage Model,
  35. (1998). An integrated approach toward the spatial modelling of perceived customer value,
  36. (2004). An Integrated Concept on the Value of Business Relationships - How could it be useful?, The paper was published at the 20th IMPconference in Copenhagen, Denmark in
  37. (1995). An integrated model of buyer seller relationships,
  38. (1995). An integrated model of buyer–seller relationships,
  39. (1977). An investigation of alternative methods for applying the trade-off model,
  40. (1977). an investigation of some data collection issues in conjoint measurement, Contemporary Marketing Thought,
  41. (2006). Analyzing customer value using conjoint analysis: the example of a packaging company Faculty of Economics and Business Administration.
  42. (1989). and 1988 survey of marketing research,
  43. (2000). and 2002, the Handbook of Russia.
  44. and Atul Parvatiyar, 1995a, Relationship Marketing in Consumer Markets: Antecedents and Consequences,
  45. (1996). and Atul Parvatiyar, 1995b, The Evolution of Relationship Marketing,
  46. (1980). Applications of Conjoint Analysis to Pricing Problems,
  47. (1979). Applied statistics for the behavioural sciences,
  48. (1999). Assessing the reliability and validity of questionnaires: an empirical
  49. (2003). assessing the strategic value of business relationships: the role of uncertainty and flexibility,
  50. (1988). Attribute selection and representation in conjoint analysis: reliability and validity issues,
  51. (2000). Avoiding Triadic Reductionism: Serial Tetrads – a Useful Concept for Studying Connected Relationships?,
  52. (2002). Barriers to Investment by Russian Firms: Property Protection or Credit Constraints?, William Davidson Institute Working Papers Series 469,
  53. (1962). Betriebswirtschaftliche, bewertungslehre im licht der entscheidungstheorie, Koln/opladen westdeutscher verlag.
  54. (1976). Beyond Conjoint Measurement: A Method of Pair-wise Trade-off Analysis, in:
  55. (1990). Beyond Cost-Plus: A Checklist for Pricing Under Pressure,
  56. (1997). Beyond service quality in search of relationship values,
  57. (2005). Brand keys founder and president,, world business,
  58. (1969). Broadening the concept of marketing,
  59. (1985). Build customer relationships that last,
  60. (2002). Building Capitalism: The Transformation of the Former Soviet Bloc,
  61. (1994). Business dancing - the nature and role of inter-firm relations in business strategy,
  62. (1992). Business Marketing Management: An Organizational Approach,
  63. (1993). Business Marketing,
  64. (2002). Business marketing: Connecting strategy, relationships, and learning (2e), McGraw-Hill Irwin,
  65. (1987). Business marketing: present and future,
  66. (1996). Business networks and cooperation in international business relationships,
  67. (1999). Business relationships and networks: management challenge of network era.,
  68. (2005). business research methods,
  69. (2000). Business Research Methods: a managerial approach,
  70. (1992). Buyer-seller relationships: and application of IMP model,
  71. (2001). Buyer-supplier relationships and customer firm costs,
  72. (1981). Buyers’ perceptions of price: an update of the evidence,
  73. (1993). Can segmentation improve predictive accuracy in conjoint analysis.
  74. (2005). Can we predict customer lifetime value?
  75. (1994). case study research: design and methods, Sage Publications,
  76. (2003). Chamber of Industry and Commerce,
  77. (2005). Changes in Russian managerial values: a test of the convergence hypothesis,
  78. (1997). Changes in the theory of inter-organisational relations in marketing: Toward a network paradigm,
  79. (2004). Chinese consumer market segments for foreign apparel products,
  80. (1994). Combining stated and revealed preferences methods for valuing environmental amenities,
  81. (1997). Combining value and price to make purchase decisions in business models,
  82. (1994). Commercial use of conjoint analysis in Europe: Results and critical reflections,
  83. (1982). Commercial use of conjoint analysis: a survey,
  84. (1989). Commercial use of conjoint analysis: An update.
  85. (1989). Commercial use of conjoint analysis: and update,
  86. (1982). Comparing derived importance weights across attributes,
  87. (1985). Competitive Advantage, the Free Press.
  88. (1993). Competitive Positioning: The Key to Market Success,
  89. (1978). conjoint analysis in consumer research: issues and outlook,
  90. (1991). conjoint analysis in market research for horticultural products,
  91. (1990). Conjoint analysis in marketing: new developments with implications for research and practice,
  92. (1988). Conjoint analysis modelling of stated preferences: a review of theory, Methods, recent developments and external validity,
  93. (1988). conjoint analysis reliability: empirical findings,
  94. (1992). Conjoint Analysis: A Guide for Designing and Interpreting Conjoint Studies, American Marketing Association,
  95. (1999). Conjoint Analysis: a useful tool in the Design Process,
  96. (1986). Conjoint calibration of the customer/competitor interface in industrial marketing: a German-American perspective, Klaus Backhaus and David
  97. (1971). Conjoint measurement for quantifying judgemental data,
  98. (1979). conjoint measurement: temporal stability and structural reliability,
  99. (1993). Consumer behaviour: behavioural aspects of marketing,
  100. (1994). Consumer Preferences for Quality and Freshness Attributes of Eggs,
  101. (2001). Consumer response to genetically modified foods: market segment analysis and implications for producers and policy makers,
  102. (2005). contemporary marketing practices in Russia,
  103. (1959). Convergent and discriminate validation by the multitrait- method matrix,
  104. (2002). Corporate governance in Russia: towards a European, US, or Russian model?,
  105. (1999). Creating value through mutual commitment to business network relationships,
  106. (2003). Cross-Cultural Survey Methods: Questionnaire Translation, Hoboken N.J.,
  107. (1983). Customer analysis for strategy development in industrial markets,
  108. (2002). Customer perceived value: A substitute for satisfaction in business market,
  109. (2000). Customer Perceived Value: A Substitute for Satisfaction in Business Markets? In:
  110. (1999). Customer relationship measurement,
  111. (1994). Customer satisfaction, market share and profitability: findings from Sweden,
  112. (2006). Customer segments as moving targets: Integrating customer value dynamism into segment instability logic,
  113. (1998). Customer Service in Business-to-Business markets: an Agenda for Research,
  114. (1993). Customer value assessment in business markets,
  115. (1997). Customer value change in industrial marketing relationships: a call for new strategies and research,
  116. (2001). Customer value in business markets: an agenda for inquiry,
  117. (1997). Customer value: the next source for competitive advantage,
  118. (2000). Customer-perceived value in industrial contexts,
  119. (2001). Customer-perceived value: a substitute for satisfaction in business markets,
  120. (1996). Customer-supplier relationships in the UK trade of rice,
  121. (1998). Dealing with the new Russia: management cultures in collision.
  122. (1990). Delivering Quality Service: Balancing Customer Perceptions and Expectations,
  123. (1981). Design of subscription programs for a performing arts series,
  124. (1999). designing qualitative research, 3rd ed., Thousand Oaks:
  125. (2001). Designing self-reply questionnaires to survey tourists: Issues and guidelines for researchers,
  126. (1968). Determinant buying attitudes: meaning and measurement,
  127. (1987). Developing buyer–seller relationships,
  128. (1995). Developing Relationships in Business Networks,
  129. (2004). Developing Relationships with Suppliers in Russia: A Network Perspective.
  130. (1982). Dilemmatics – the study of research choices and dilemmas,
  131. (2000). Don, Mail and Internet Surveys: The Tailored Design Method.
  132. (1994). Dyadic business relationships within a business context,
  133. (1988). Econometric issues in stated preference analysis,
  134. (2006). Emerging market priorities for global retailers,
  135. (1992). Enterprises and Government: A difficult way towards a compromise, Moscow, Russia: Ekspertnyi institute SPP,
  136. (2000). Establishing an International Network Position:
  137. (2004). Evaluating potential brand associations through conjoint analysis and market simulations,
  138. (1997). Evaluations and analysis of consumer preference for outdoor ornamental plants,
  139. (1997). Evolution in customer value: the gross perspective, Donath, G., customer value: moving forward- back to basics, ISBM
  140. (1991). Evolution of the Marketing Organization: New Forms for Turbulent Environments,
  141. (1964). Exchange and Power in Social Life,
  142. (1992). Exploiting Niches Using Relationship Marketing,
  143. (2002). exploring the phenomenon of customers' desired value change in a business-to-business context,
  144. (1957). Factory and Managers in the USSR,
  145. (1999). Financing and supporting SMEs in transition countries: trends and challenges, Paper prepared for the UNDP Book, draft version,
  146. (1995). Finding the common ground in Russian and American business ethics,
  147. (1977). Focus group and the nature of qualitative marketing research,
  148. (1982). Företag i nätverk (Firms in networks).
  149. (2001). Formirovaniye svyazey myezhdy rossiyskimy promyshlennimy pryedpriyatiyamit cherez utchastiye v aktsionyernom kapitalye y upravleniyi. – IKSI,
  150. (2006). framework of relationships and networks,
  151. (1998). From transaction to relationship marketing: an investigation of managerial practices and perceptions,
  152. (2002). Governance, the Local Regulation Process, and Enterprise Adaptation: the Case of Vyborg,
  153. (2002). How firms relate to their markets: An empirical examination of contemporary marketing practices,
  154. (2001). How much more are consumers willing to pay for a higher level of service?, A preliminary survey,
  155. (2002). How should firms interact in business networks?,
  156. (2007). How to build a fortune with the booming Brics,
  157. (1999). How to build sustainable business relationships in a dynamic environment - The case of Electrolux
  158. (2002). Idea logics and network theory in business marketing,
  159. (1971). Identification of determinant attributes: a comparison of methods,
  160. (1977). Importance-performance analysis,
  161. (1994). Improving Service Quality in America: Lessons Learned,
  162. (2000). Improving the value of conjoint simulations,
  163. (2001). In search of relationship quality, customer retention and shareholder value: Findings from an exploratory, qualitative multiple case study,
  164. (1996). Industrial enterprises in the markets, New markets relations, status, perspective of competition, International Institute of Applied Systems Analysis.
  165. (1990). industrial marketing strategy, 3rd ed.,
  166. (1992). Industrial network: A new view of reality,
  167. (2004). Information overload in conjoint experiments,
  168. (2004). Institutional change of business networks: Russian transition revisited, published at the 20th IMP-conference in Copenhagen, Denmark in
  169. (1995). Institutionally changing business networks. An analysis of a Finnish company’s operations in exporting to the Soviet Union, Russia, and the Baltic States, Helsinki School of Economics and Business Administration,
  170. (2004). Integration of relationships and business network development in the Russian transition economy,
  171. (1982). Inter-organizational Personal Contact Patterns,
  172. (2000). Internal marketing in the light of relationship marketing and network organizations, in
  173. (1991). Internal validity assessment of conjoint estimated attribute importance weights,
  174. (2002). International market segmentation: Issues and perspectives,
  175. (1982). International Marketing and Purchasing of Industrial Goods,
  176. (1984). Internationalization in Industrial Systems - A Network Approach. Paper presented at the Prince Bertil Symposium,
  177. (1994). Interorganizational governance in marketing channels,
  178. (1987). Interorganizational Relations in Industrial Systems: A Network Approach Compared with the Transaction-Cost Approach,
  179. (1998). investment opportunities as real options getting started on the numbers, harvard business review,
  180. (1994). Investment under Uncertainty
  181. (1978). issues and advances in segmentation research,
  182. (1973). Issues in marketing's use of multi-attribute attitude models,
  183. (1999). Kapitalizm: Russia’s struggle to free its economy, published by Yale Uni Pr.
  184. (2001). Key account management in the industrial field: the account team for an efficient reconfiguration of the supplier–customer relationship,
  185. (1996). Know You’re Customer: New Approaches to Understanding Customer Value and Satisfaction,
  186. (1994). Le risorse di fiducia dell’impresa,
  187. (2002). Leadership Succession in the Russian Federation: After 2008?, the centre of strategic and international studies official website,,
  188. (1998). Linking philosophy and method in the research process: the case for realism.
  189. (1998). Magnetic Resonance Imaging for the Investigation of Knee Injuries: An Investigation of Preferences,
  190. (1998). Making business sense of the Internet,
  191. (1994). Making relationship marketing operational,
  192. (1996). Making Sense of Qualitative Data Analysis: Complementary Strategies. Thousand Oaks CA:
  193. (1997). Management science in industrial marketing,
  194. (2007). Management Tools 2007: An Executive's Guide,
  195. (1994). Managing customer value: quality and service that customer can see,
  196. (1998). Managing Inter-Organisational Adaptation Processes: Research and Practice, presented at the 27th EMAC Conference,
  197. (2000). Managing market relationships,
  198. (1985). Market Segmentation and Positioning in Specialized Industrial Markets,
  199. (1972). market segmentation,
  200. (2004). Market segmentation: how to do it, how to profit from it,
  201. (1998). market segmentation: strategies for success,
  202. (1994). Market Segmentation: Using Demographics, Psychographics and Other Niche Marketing Techniques to Predict and Model Consumer Behaviour, Probus Publishing,
  203. (1987). Marketing and Exchange,
  204. (1992). Marketing Channels. Englewood Cliffs,
  205. (1998). Marketing implementation,
  206. (1999). Marketing in the Network Economy,
  207. (2000). Marketing Management. Millennium Edition,
  208. (1990). Marketing new products with industrial distributors, industrial marketing management,
  209. (2005). Marketing research: an applied approach, Financial Times
  210. (2003). Marketing Research: An Applied Approach, Pearson Education; 2 Revised edition.
  211. (1991). Marketing Services: Competing through Quality,
  212. (1991). Marketing-orientation Revisited: The Crucial Role of the Parttime Marketer,
  213. (1997). Marriages made in heaven: the power of network latency. In:
  214. (1993). Measuring customer satisfaction, a comparison of buyer, distributor, and salesforce perceptions of competing products,
  215. (1991). Measuring customer satisfaction: is meeting expectations enough?,
  216. (1990). Measuring Inherent Product Values,
  217. (2000). Measuring perceived service quality using integrated conjoint experiments,
  218. (1998). Medical decision-making and the patient: understanding preference patterns for growth hormone therapy using conjoint analysis,
  219. (2008). Memo to the CEO: Lessons from Private Equity Any Company Can Use,
  220. (2001). Methodological issues in conjoint analysis,
  221. (2007). Mixed methods sampling: A typology with examples.
  222. (1976). Modelling an Organization Buyer's Product Evaluation Strategy,
  223. (1999). Modelling consumer perception of public space in shopping centres,
  224. (1997). Modelling the effects of shopping centre size and store variety on consumer choice behaviour,
  225. (1995). Modern marketing research techniques and the property professional,
  226. (1995). Network theory’s contribution to the development of marketing research, in
  227. (1986). Networks: Between Markets and Hierarchies,
  228. (1981). On alternative experimental methods for conjoint analysis,
  229. (1974). On the design of choice experiments involving multifactor alternatives,
  230. (1946). On the Theory of
  231. (2001). on the value of cooperative buyer-seller relationships in industrial markets, Institute for the Study of Business Markets.
  232. (1999). Optimal service design: integrating marketing and operations perspectives,
  233. (2000). organizational learning: debates past, present and future, journal of management studies,
  234. (1999). Organizing and Managing Channels of Distribution,
  235. (1996). Our Present State of Ignorance in Relationship Marketing,
  236. (2000). Patient perceptions of service quality: combining the dimensions,
  237. (1999). Patient’s preferences regarding the process and outcomes of life-saving technology: an application of conjoint analysis to liver transplantation.
  238. (2002). Personal networking in Russia and China: Blat and guanxi,
  239. (1993). Personality, theories, research, and applications,
  240. (1998). Political Survival or Entrepreneurial Development? Observations on Russian Business Network,
  241. (1990). Practical Sampling,
  242. (1974). Predicting the evaluation of real stimulus objects from abstract evaluation of their attributes: the case of trout streams,
  243. (1999). Preferential segmentation of restaurant attributes through conjoint analysis, international journal of contemporary hospitality market,
  244. (1994). Processing data: the survey example,
  245. (2006). Product positioning based on search, experience and credence attributes using conjoint analysis,
  246. (2002). Production of glass containers in Russia,
  247. (1987). Production technologies and exchange relationships in international industrial markets,
  248. (1994). public service provision in
  249. (1994). Qualitative Data Analysis,
  250. (1993). Qualitative Data Analysis: A User-Friendly Guide for Social Scientists. London: Routledge and Kegan Paul.
  251. (1990). Qualitative evaluation and research methods, 2nd edition,
  252. (2001). Qualitative Marketing Research,
  253. (1990). Qualitative Research: Analysis Types and Software Tools,
  254. (1999). Quality Assurance and the Consumer:
  255. (2002). Quality Function Deployment: A Comprehensive Review of Its Concepts and Methods,
  256. (1993). Quality Management in Service Organisations,
  257. (2002). Quantitative and Qualitative Research in the Built Environment: Application of "Mixed"
  258. (1988). quantity and quality in social research, London Boston, Unwin Hyman publications.
  259. (2001). real options: a practitioner’s guide, Texere
  260. (1999). real options: managing strategy investment in an uncertain world,
  261. (2002). Real world research, 2nd edition,
  262. (2002). Recommendations for the Cross-Cultural Adaptation of Health Status Measures. Rosemont (IL): American Academy of Orthopedic Surgeon.
  263. (1990). Relationship approach to the marketing function in service contexts,
  264. (1993). Relationship Maintenance Strategies and Dialectical Contradictions in Personal Relationships,
  265. (1995). Relationship Marketing and the Consumer,
  266. (1997). Relationship marketing as a paradigm shift: some conclusions from the 30R approach,
  267. (1994). Relationship Marketing from a Value System Perspective,
  268. (2000). Relationship marketing in consumer markets, In:
  269. (1996). Relationship marketing logic,
  270. (1983). Relationship marketing, Berry, al, Emerging Perspectives of Service Marketing, American Marketing Association,
  271. (1991). Relationship Marketing: Bringing Quality, Customer Service and Marketing Together,
  272. (1991). Relationship Marketing: Successful Strategies for the Age of the Customer,
  273. (1995). Relationship strategy: decisions on valuing and managing network options,
  274. (2005). Relationship value in business markets: the construct and its dimensions,
  275. (1995). Relationships in business markets: exchange episodes, value creation, and their empirical assessment,
  276. (1994). Reliability and internal validity of conjoint estimated utility functions under error-free versus error-full conditions,
  277. (1984). Reliability and validity of conjoint analysis and self-explicated weight: a comparison,
  278. (1982). Reliability of conjoint analysis: contrasting data collection procedures,
  279. (1979). Reliability: a review of psychometric basics and recent marketing practices,
  280. (2002). Rethinking marketing programs for emerging markets, Long Range Planning,
  281. (1991). rethinking the Corporation: Core Process Redesign,
  282. (1993). Russia's Revolution,
  283. (1998). Russia’s economy of favours: Blat, networking and informal exchange, Cambridge:
  284. (2002). Russia’s transition economy, international business environment,
  285. (2000). Russia’s Tumultuous Decade: An Insider Remembers, The Washington Monthly,
  286. (2004). Russian economic report,
  287. (1996). Russian networks in transition: implications for managers,
  288. (1998). Sample Size Issues for Conjoint Analysis Studies, Sawtooth publications,
  289. (2001). searching for the unknown, discovering the unknown, the Russian transition from plan to market as network change processes, Uppsala: department of business studies.
  290. (2001). Segmenting Industrial Buyers by Loyalty and Value, published at the 17th IMP-conference in Oslo,
  291. (1983). Segmenting the industrial market,
  292. (1992). Selling and Sales Management in Action: the Use of Insight Coaching to Improve Relationship Selling,
  293. (1992). Service management: a management focus for service competition,
  294. (1988). Servqual: a multiple-item scale for measuring consumer perceptions of service quality,
  295. (1964). Simultaneous conjoint measurement: a new type of fundamental measurement,
  296. (1992). Small Group Analysis in Industrial Networks,
  297. (2001). Sobstvennost’ i Integratsionnye Protsessy v Korporativnom Sektore,Voprosy Ekonomiki,
  298. (1995). Social and economic situation in Russia.Moscow,
  299. (1958). Social Behavior as Exchange.
  300. (1961). Social Behavior: Its Elementary Forms.
  301. (1998). Social Research, 2nd edition,
  302. (1980). Some validity and reliability issues in the measurement of attribute utilities, in: advances
  303. (2003). SPSS Training for Conjoint Analysis,
  304. (1992). State-owned enterprises in 1991-1992: economic problems and behaviour.
  305. (1996). Strategy: Spider versus spider,
  306. (1996). Strategy: Where is the Pattern?
  307. (1982). Structural reliability of non-metric conjoint analysis,
  308. (1993). Structure and Change: the industrial field approach,
  309. (1998). Struggling to survive: a case study of adjustment at a Russian enterprise,
  310. (2002). Students’ preferences for university: a conjoint analysis
  311. (1994). Successful export practice: The UK experience,
  312. (2004). Sudden death: Dissolution of relationships in the Russian transition economy,
  313. (1997). supplier relationship emerging issues and challenges, industrial marketing management,
  314. (2008). The Breakthrough Imperative: How the best managers get outstanding results,
  315. (2002). The Business Marketing Course: Managing in complex networks,
  316. (1994). The calculus of service quality and customer satisfaction. In
  317. (1992). The changing role of marketing in the corporation,
  318. (1994). The commitment-trust theory of relationship marketing,
  319. (2002). the development of buyer-seller relationships in industrial markets,
  320. (1997). The dynamics of the service delivery process: A value-based approach,
  321. (1993). The Effect of Attribute Ranges on Weights in Multiattribute Utility Measurements,
  322. (1985). The effect of price on subjective evaluations,
  323. (1993). The effectiveness of alternative preference elicitations in predicting choice,
  324. (1989). the effects of differences in the number of attribute levels on conjoint results, marketing letters,
  325. (1994). The Enterprises of the State Committee for Supplies under Reforms: Position at the market and changes of behaviour),
  326. (1994). the four cornerstones and three pillars in the 'House of Russia' management system,
  327. (1996). The growth of the firm in planned economies in transition: institutions, organizations, and strategic choice,
  328. (2000). the Impact of Technology on the Quality-ValueLoyalty Chain: A Research Agenda.
  329. (2001). the Initiators of Changes in Customers' Desired Value: Results from a Theory Building Study,"
  330. (1989). the internal validity of the trade-off method of conjoint analysis,
  331. (2000). The International Evolution of a Medium Sized Manufacturing Firm: A Network Perspective,
  332. (1994). The Markets-as-Networks Tradition
  333. (1983). The meaning and measurement of customer service in international marketing- and application of conjoint measurement, Unpublished PhD thesis,
  334. (1994). The metric quality of full profile judgements and the number of attribute levels effect in conjoint analysis,
  335. (1990). The Multinational Corporation as an Interorganizational Network,
  336. (1994). The nature of customer value,
  337. (1994). The nature of relationships at the upstream level of a business chain: An empirical investigation,
  338. (1987). The new marketing - developing long-term interactive relationships,
  339. (1995). The Outcome Set of Relationship Marketing in Consumer Markets,
  340. (1954). the Practice of Management,
  341. (1980). The Predictive Validity of Conjoint Analysis for alternative Aggregation Schemes,
  342. (1955). the psychology of personal constructs, W.W.Norton,
  343. (1994). The qualitative research interview, in Cassell, Symon, G (eds), qualitative methods in organisational research, Sage publications,
  344. (1995). The relation between service quality, satisfaction and intentions,
  345. (1996). The relationship marketing process,
  346. (1990). the Road since Structure,
  347. (2006). The role of competences in creating customer value: a value-creation logic approach,
  348. (1998). The Role of the Intermediary in International Business Relationships, Theoretical framework,
  349. (2006). The Russian federation: prescription for success,
  350. (1977). The second economy,
  351. (1989). The Seven Habits of Highly Effective People: Restoring the Character Ethic,
  352. (1967). The structure of Value, Cabondale,
  353. (1985). The Swedish approach to Europe,
  354. (1969). the Theory of Buyer Behavior,
  355. (2005). the Total Survey Error Approach: A Guide to the New Science of Survey Research,
  356. (1974). The trade off model and its extensions,
  357. (2006). the Ultimate Question: Driving Good Profits and True Growth,
  358. (2000). The use of conjoint-analysis for measuring preferences in supply chain design,
  359. (1996). The value concept and relationship marketing,
  360. (2006). the world biggest emerging market:
  361. (2002). To Russia with love: the multinationals' song. The country's becoming the darling of consumer giants,
  362. (2008). top 50 consulting firms in
  363. (1989). Toward a conceptual framework for mixed-method evaluation designs.
  364. (1997). toward a paradigm shift in marketing? An examination of current marketing practices,
  365. (1992). towards a typology of inter-firm relations in marketing systems,
  366. (1974). Trade-off Analysis of Consumer Values,
  367. (1970). Trappings vs. substance in industrial marketing,
  368. (2003). Trust as a valuable strategic variable in relationship marketing: Different types of trust and their implementation,
  369. (2004). Trustworthiness in qualitative tourism research.
  370. (1968). Two against One, Coalitions in Triads,
  371. (1990). Understanding Business Market: Interaction, Relationships and Networks,
  372. (2001). Understanding business marketing and purchasing (3rd ed.),
  373. (1997). Understanding contemporary marketing: Development of a classification scheme,
  374. (1998). Understanding the Constitution of Interorganizational Trust in Trust Within and Between Organizations,
  375. (1994). Understanding the value of a relationship,
  376. (1997). Understanding the value of a relationship, Ford, D., Understanding Business Markets,
  377. (2006). unpicking the meaning of value in key account management,
  378. (2005). using a customer-level marketing strategy to enhance firm performance: A review of theoretical and empirical evidence,
  379. (1995). Using conjoint analysis in industrial marketing,
  380. (1997). using conjoint analysis to assess women’s preferences for miscarriage management,
  381. (2003). Using value equations to analyse exchanges,
  382. (2000). Validity of computerized hybrid Conjoint-Analyse,
  383. (1999). Value co-production: intellectual origins and implications for practice and research,
  384. (1996). Value Creation by Company consumer Interaction,
  385. (2006). Value creation in the relationship life cycle: a quasi-longitudinal analysis,
  386. (2005). Value in business markets: What do we know? Where are we going?,
  387. (1981). Value-based strategies for industrial products,
  388. (2001). Value-creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier’s perspective.
  389. (1997). Value-driven relational marketing: From products to resources and competencies,
  390. (1982). Value-in-use pricing,
  391. (2004). week 4,
  392. (1976). wert und preis,
  393. (1986). What is business and industrial marketing?,
  394. (2000). Who lost Russia?,
  395. (1996). Why Relationship Marketing is a Paradigm Shift:
  396. (1995). why satisfied customers defect,
  397. (1985). Winning and Keeping Industrial Customers: The Dynamics of Customer Relationships,

To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.