James Anderson

  • 25359 Citations
1978 …2018

Research output per year

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Research Output

2018

New-technology startups seeking pilot customers: Crafting a pair of value propositions

Wouters, M., Anderson, J. C. & Kirchberger, M., Aug 1 2018, In : California Management Review. 60, 4, p. 101-124 24 p.

Research output: Contribution to journalArticle

2 Scopus citations
2016

Muddling through on customer value in business markets?

Snelgrove, T. C. & Anderson, J. C., Oct 4 2016, Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers. Taylor and Francis, p. 28-38 11 p.

Research output: Chapter in Book/Report/Conference proceedingChapter

2 Scopus citations
2014

Tiebreaker selling

Anderson, J. C., Narus, J. A. & Wouters, M., 2014, In : Harvard business review. MARCH

Research output: Contribution to journalComment/debate

7 Scopus citations
2013

What you can learn from your customer's customer

Anderson, J. C. & Wouters, M., Dec 1 2013, In : MIT Sloan Management Review. 54, 2, p. 75-82 8 p.

Research output: Contribution to journalArticle

5 Scopus citations
2012
17 Scopus citations
2011

A Framework for Creating Value Propositions

Anderson, J. & Carpenter, G. S., 2011, Wiley International Encyclopedia of Marketing. Sheth, J. & Malhotra, N. K. (eds.). West Sussex, UK: John Wiley & Sons, Vol. 1.

Research output: Chapter in Book/Report/Conference proceedingChapter

2010

Purchasing higher-value, higher-price offerings in business markets

Anderson, J. C. & Wynstra, F., Jan 1 2010, In : Journal of Business-to-Business Marketing. 17, 1, p. 29-61 33 p.

Research output: Contribution to journalArticle

45 Scopus citations

Why the highest price isn't the best price

Anderson, J. C., Wouter, M. & Van Rossum, W., Dec 1 2010, In : MIT Sloan Management Review. 51, 2, p. 69-76 8 p.

Research output: Contribution to journalArticle

22 Scopus citations
2009

Business Market Management: Understanding, Creating, and Delivering Value

Anderson, J. C., Narus, J. A. & Narayandas, D., 2009, 3rd ed. Upper Saddle River, NJ: Pearson Prentice Hall.

Research output: Book/ReportBook

Improving sourcing decisions in NPD projects: Monetary quantification of points of difference

Wouters, M., Anderson, J. C., Narus, J. A. & Wynstra, F., Jan 1 2009, In : Journal of Operations Management. 27, 1, p. 64-77 14 p.

Research output: Contribution to journalArticle

42 Scopus citations
2008

Become a value merchant

Anderson, J. C., Kumar, N. & Narus, J. A., May 1 2008, In : Sales and Marketing Management. 160, 3, p. 20-23 4 p.

Research output: Contribution to journalArticle

3 Scopus citations

Business market value merchants

Anderson, J. C., Kumar, N. & Narus, J. A., Mar 1 2008, In : Marketing Management. 17, 2, p. 31-35 5 p.

Research output: Contribution to journalArticle

5 Scopus citations

Certified value sellers

Anderson, J. C., Kumar, N. & Narus, J. A., Mar 1 2008, In : Business Strategy Review. 19, 1, p. 48-53 6 p.

Research output: Contribution to journalArticle

4 Scopus citations

Plugging drains, sealing leaks stop caving to customer price pressure

Anderson, J. C., Kumar, N. & Narus, J. A., Mar 1 2008, In : Sales and Marketing Management. 160, 2, p. 42-43 2 p.

Research output: Contribution to journalArticle

2007

A commentary on "business marketing in master's programs: A part of the fabric": Cut from the same cloth?

Narus, J. A. & Anderson, J. C., Mar 9 2007, In : Journal of Business-to-Business Marketing. 14, 1, p. 61-68 8 p.

Research output: Contribution to journalReview article

1 Scopus citations
2006

Customer value propositions in business markets

Anderson, J. C., Narus, J. A. & Van Rossum, W., Jan 1 2006, In : Harvard business review. 84, 3, p. 1-8 8 p.

Research output: Contribution to journalComment/debate

295 Scopus citations

Estimating firm-specific and relational properties in interorganizational relationships in marketing

Anderson, J. C., Zerrillo, P. C. & Wang, L. O., Nov 28 2006, In : Journal of Business-to-Business Marketing. 13, 4, p. 29-67 39 p.

Research output: Contribution to journalArticle

13 Scopus citations
2005

Brand Strategy for Business Markets

Anderson, J. & Carpenter, G. S., 2005, Kellogg on Branding. Tybout, A. M. & Calkins, T. (eds.). New York: John Wiley & Sons, p. 169-185

Research output: Chapter in Book/Report/Conference proceedingChapter

The adoption of total cost of ownership for sourcing decisions - A structural equations analysis

Wouters, M., Anderson, J. C. & Wynstra, F., Feb 2005, In : Accounting, Organizations and Society. 30, 2, p. 167-191 25 p.

Research output: Contribution to journalArticle

124 Scopus citations
2004

Business Market Management: Understanding, Creating, and Delivering Value

Anderson, J. C., 2004, 2nd Edition ed. Upper Saddle River, NJ: Pearson Prentice Hall.

Research output: Book/ReportBook

From Understanding to Managing Customer Value in Business Markets

Anderson, J., 2004, Rethinking Marketing: Developing a New Understanding of Markets. Håkansson, H., Harrison, D. & Waluszewski, A. (eds.). London: John Wiley & Sons, p. 137-159

Research output: Chapter in Book/Report/Conference proceedingChapter

Teaching Business Market Management

Anderson, J. C., 2004, Upper Saddle River, NJ: Pearson Prentice Hall.

Research output: Book/ReportBook

2003

Selectively pursuing more of you customer's business

Anderson, J. C. & Narus, J. A., Mar 1 2003, In : MIT Sloan Management Review. 44, 3, p. 42-49 8 p.

Research output: Contribution to journalArticle

40 Scopus citations
2001

Managing Market Offerings in Business Markets

Anderson, J., Carpenter, G. S. & Narus, J. C., 2001, Kellogg on Marketing. Iacobucci, D. (ed.). New York: John Wiley & Sons, p. 330-365

Research output: Chapter in Book/Report/Conference proceedingChapter

2000

Combining value and price to make purchase decisions in business markets

Anderson, J. C., Thomson, J. B. L. & Wynstra, F., Dec 1 2000, In : International Journal of Research in Marketing. 17, 4, p. 307-329 23 p.

Research output: Contribution to journalArticle

68 Scopus citations

Pursuing Risk-Sharing, Gain-Sharing Arrangements

Thomson, J. B. L. & Anderson, J. C., Jun 1 2000, In : Marketing Management. 9, 2, p. 40-41 2 p.

Research output: Contribution to journalArticle

5 Scopus citations
1998

Business marketing: understand what customers value.

Anderson, J. C. & Narus, J. A., Jan 1 1998, In : Harvard business review. 76, 6, p. 53-55, 58-5565

Research output: Contribution to journalArticle

318 Scopus citations
1 Scopus citations

Master's Level Education in Business Marketing: Quo Vadis?

Narus, J. A. & Anderson, J. C., 1998, In : Journal of Business-to-Business Marketing. 5, p. 75-93

Research output: Contribution to journalArticle

8 Scopus citations
1996

Rethinking Distribution: Adaptive Channels

Narus, J. A. & Anderson, J. C., 1996, In : Harvard Business Review. 74, p. 112-120

Research output: Contribution to journalArticle

1995

Capturing the Value of Supplementary Services

Anderson, J. C. & Narus, J. A., 1995, In : Harvard Business Review. 73, p. 75-83

Research output: Contribution to journalArticle

218 Scopus citations

Using Teams to Manage Collaborative Relationships in Business Markets

Narus, J. A. & Anderson, J. C., 1995, In : Journal of Business-to-Business Marketing. 2, p. 17-46

Research output: Contribution to journalArticle

38 Scopus citations
1994

Dyadic Business Relationships Within a Business Network Context

Anderson, J. C., Håkansson, H. & Johanson, J., 1994, In : Journal of Marketing. 58, p. 1-15

Research output: Contribution to journalArticle

1993

Conducting Interorganizational Research Using Key Informants

Kumar, N., Stern, L. W. & Anderson, J. C., 1993, In : The Academy of Management Journal. 36, p. 1633-1651

Research output: Contribution to journalArticle

1429 Scopus citations
1992

Assumptions and Comparative Strengths of the Two-Step Approach:Comment on Fornell and Yi

Anderson, J. & Gerbing, D. W., Jan 1 1992, In : Sociological Methods & Research. 20, 3, p. 321-333 13 p.

Research output: Contribution to journalArticle

263 Scopus citations

Customer Value Assessment in Business Markets: A State-of-Practice Study

Anderson, J. C., Jain, D. C. & Chintagunta, P. K., Jun 19 1992, In : Journal of Business-to-Business Marketing. 1, 1, p. 3-29 27 p.

Research output: Contribution to journalArticle

225 Scopus citations

Monte Carlo Evaluations of Goodness of Fit Indices for Structural Equation Models

Gerbing, D. W. & Anderson, J., Jan 1 1992, In : Sociological Methods & Research. 21, 2, p. 132-160 29 p.

Research output: Contribution to journalArticle

367 Scopus citations
1991

Partnering as a Focused Market Strategy

Anderson, J. C. & Narus, J. A., 1991, In : California Management Review. 33, p. 95-113

Research output: Contribution to journalArticle

259 Scopus citations
489 Scopus citations
1990

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

Anderson, J. C. & Narus, J. A., Jan 1990, In : The Journal of Marketing. 54, p. 42-58

Research output: Contribution to journalArticle

1988

An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

Gerbing, D. W. & Anderson, J. C., May 1988, In : Journal of Marketing Research. 25, p. 186-192

Research output: Contribution to journalArticle

Partnership advantage and its determinants in distributor and manufacturer working relationships

Sethuraman, R., Anderson, J. & Narus, J. A., Jan 1 1988, In : Journal of Business Research. 17, 4, p. 327-347 21 p.

Research output: Contribution to journalArticle

42 Scopus citations

Strengthen Distributor Performance Through Channel Positioning

Narus, J. A. & Anderson, J. C., 1988, In : Sloan Management Review. 29, p. 31-40

Research output: Contribution to journalArticle

Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach

Anderson, J. C. & Gerbing, D. W., May 1988, In : Psychological Bulletin. 103, 3, p. 411-423 13 p.

Research output: Contribution to journalArticle

19930 Scopus citations

Distributor contributions to partnerships with manufacturers

Narus, J. A. & Anderson, J. C., Jan 1 1987, In : Business Horizons. 30, 5, p. 34-42 9 p.

Research output: Contribution to journalArticle

48 Scopus citations

Improper solutions in the analysis of covariance structures: Their interpretability and a comparison of alternate respecifications

Gerbing, D. W. & Anderson, J. C., Mar 1 1987, In : Psychometrika. 52, 1, p. 99-111 13 p.

Research output: Contribution to journalArticle

99 Scopus citations

On the Assessment of Unidimensional Measurement: Internal and External Consistency, and Overall Consistency Criteria

Anderson, J. C., Gerbing, D. W. & Hunter, J. E., Nov 1987, In : Journal of Marketing Research. 24, p. 432-437

Research output: Contribution to journalArticle