Browsing Marketing & Entrepreneurship by Author "Hochstein, Bryan W."
Now showing items 1-4 of 4
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The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework
Plouffe, Christopher R.; Nagel, Duane M.; Bonney, Leff; Hochstein, Bryan W.; Salas, Jim (Taylor & Francis, 2019-12-18)We develop a conceptual framework that examines the behavior of the solutions-oriented-firm from initial solutions generation, through the “sale” and delivery to an initial customer, and its potential dissemination to the ... -
Proactive value co-creation via structural ambidexterity: Customer success management and the modularization of frontline roles
Hochstein, Bryan W.; Chaker, Nawar N.; Rangarajan, Deva; Nagel, Duane M.; Hartmann, Nathaniel N. (SAGE Publications, 2021-03-03)An increasing number of business-to-business (B2B) service firms have transitioned to recurring revenue-based solutions. These subscription B2B solutions are becoming increasingly common, yet offer challenges for long-term ... -
Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability
Nagel, Duane M.; Giunipero, Larry C.; Jung, Hyeyoon; Salas, Jim; Hochstein, Bryan W. (Elsevier, 2021-05)Saliva can be used for health monitoring with non-invasive wearable systems. Such devices, including electrochemical sensors, may provide a safe, fast, and cost-efficient way of detecting target ions. Although salivary ... -
Sales complexity and value appropriation: a taxonomy of sales situations
Rangarajan, Deva; Hochstein, Bryan W.; Nagel, Duane M.; Lyngdoh, Teidorlang (Emerald Publishing Limited, 2021-12-27)Purpose – The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability of the ...