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URL:
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https://ub-madoc.bib.uni-mannheim.de/42491
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URN:
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urn:nbn:de:bsz:180-madoc-424917
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Document Type:
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Working paper
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Year of publication:
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2005
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The title of a journal, publication series:
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Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung
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Volume:
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W084
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Place of publication:
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Mannheim
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Publishing house:
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Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
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Publication language:
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English
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Institution:
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Business School > ABWL, Marketing & Innovation (Kuester)
Business School > ABWL u. Marketing I (Homburg)
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Subject:
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330 Economics
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Abstract:
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The authors examine the concept of customer benefits in business-to-business markets within an international context. They make a distinction between core and add-on benefits. Product quality, service quality, flexibility, trust, joint action, and commitment of the supplier are discussed as determinants of these customer benefits. Analysis is based on 981 respondents in two countries. Results give support for the importance of the determinants for providing customer benefits. Furthermore,
significant cultural differences could be observed with regard to the impact of different determinants on perceived customer benefits. Managerial implications, research limitations and directions for future research are presented following a
discussion of the results.
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ORCID: 0000-0003-0985-2288 ; Beutin, Nikolas ; Menon, Ajay
(2005)
Determinants of customer benefits in business-to-business markets : a cross-cultural comparison.
Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung
Mannheim
W084
[Working paper]
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