How Technology- Based Startups Can Use Customer Value Propositions to Gain Pilot Customers-Reference-Cited by-同舟云学术

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How Technology- Based Startups Can Use Customer Value Propositions to Gain Pilot Customers

Published:2020-10-01 Issue:4 Volume:27 Page:353-374
ISSN:1051-712X
Container-title:Journal of Business-to-Business Marketing
language:en
Short-container-title:Journal of Business-to-Business Marketing

Author:

Kirchberger Markus¹,Wouters Marc¹²,Anderson James C.³

Affiliation:

1. Institute of Management, Karlsruhe Institute of Technology, Karlsruhe, Germany

2. Amsterdam Business School, University of Amsterdam, Amsterdam, Netherlands

3. William L. Ford Professor of Marketing and Wholesale Distribution, Kellogg School of Management, Northwestern University, Evanston, IL, USA

Funder

Study of Business Markets

Publisher

Informa UK Limited

Subject

Marketing,Management Information Systems

Link

https://www.tandfonline.com/doi/pdf/10.1080/1051712X.2020.1831212

Reference69 articles.

1. Networks for the commercialization of innovations: A review of how divergent network actors contribute

2. Knowledge sources of entrepreneurship: Firm formation by academic, user and employee innovators

3. Spanning organizational boundaries to manage creative processes: The case of the LEGO Group

4. Structural equation modeling in practice: A review and recommended two-step approach.

Cited by 10 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Falling in love with strategic foresight, not only with technology: European deep-tech startups’ roadmap to success;Journal of Innovation & Knowledge;2024-07

2. Falling in Love with Strategic Foresight, Not Only with Technology: European Deep-Tech Startups’ Roadmap to Success;2024

3. Value proposition development under uncertainty: A theoretical framework grounded on the trajectory of cleantech start-up founders;Journal of Cleaner Production;2023-11

4. How startups become attractive to suppliers and achieve preferred customer status: Factors influencing the positioning of young firms;Industrial Marketing Management;2023-08

5. COMPLIANCE OF MARKETING INSTRUMENTS BY STAGES OF STARTUP LIFE;Цифрова економіка та економічна безпека;2023-07-31

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