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180

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181

John D. Cripps, «Heuristics and Biases in Timing the Replacement of Durable Products», Journal of Consumer Research 21 (September 1994): 304—318.

182

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183

Frederick E. Webster Jr., and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 2.

184

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. 124—126.

185

Patrick Robinson, Charles W. Faris and Yoram Wind, Industrial Buying and Creative Marketing (Boston: Allyn & Bacon, 1967).

186

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187

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188

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189

Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 6.

190

Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 78—80.

191

Frederick E. Webster Jr., and Yoram Wind, «A General Model for Understanding Organizational Buying Behavior», Journal of Marketing 36 (April 1972): 12—19; Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior .

192

Frederick E. Webster Jr. and Kevin Lane Keller, «A Road Map for Branding in Industrial Markets», Journal of Brand Management 11 (May 2004): 388—402.

193

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194

Frederick E. Webster Jr., and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 6.

195

Nirmalya Kumar, Marketing as Strategy: Understanding the CEO’s Agenda for Driving Growth and Innovation (Boston: Harvard Business School Press, 2004).

196

Nirmalya Kumar, Marketing as Strategy: Understanding the CEO’s Agenda for Driving Growth and Innovation (Boston: Harvard Business School Press, 2004).

197

Patrick Robinson, Charles W. Faris, and Yoram Wind, Industrial Buying and Creative Marketing (Boston: Allyn & Bacon, 1967).

198

Rick Mullin, «Taking Customer Relations to the Next Level», The Journal of Business Strategy (January–February 1997): 22—26.

199

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

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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.