The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.
Customer Value Assessment in Business Markets: A State-of-Practice Study
Abstract
The state-of-practice with respect to customer value assessment in business markets was studied. Familiarity with and usage of nine methods were investigated for a sample of 80 informants from the largest U.S. industrial firms and 20 informants from the largest U.S. market research firms that conduct studies in business markets. Focus group value assessments and importance ratings are the most widely-used methods, while conjoint analysis, though used less frequently, has the highest percentage of judged successful applications. Implications of the results for marketing practice are discussed and some worthwhile areas where academic research might advance the present state-of-practice are suggested.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Reliability of Nominal Data Based on Qualitative Judgments
Perreault, W. D., & Leigh, L. E. (1989) · Journal of Marketing Research · doi:10.2307/3172601 · Cited by 1,575
Cited by
Ulaga, W., & Eggert, A. (2006) · European Journal of Marketing · doi:10.1108/03090560610648075 · Cited by 762
Towards value-based pricing–An integrative framework for decision making
Hinterhuber, A. (2004) · Industrial Marketing Management · doi:10.1016/j.indmarman.2003.10.006 · Cited by 326
Striking the Right Balance: Designing Service to Enhance Business-to-Business Relationships
Bolton, R. N., Smith, A. K., & Wagner, J. (2003) · Journal of Service Research · doi:10.1177/1094670503005004001 · Cited by 135
Metadata
- Authors
- Anderson, J. C., Jain, D. C., & Chintagunta, P. K.
- Venue
- Journal of Business-to-Business Marketing
- Publisher
- Informa UK Limited
- Published
- 1992-06-19
- Volume
- 1
- Issue
- 1
- Pages
- 3-29
- ISSN
- 1051-712X (ISSN-L)
- 1547-0628
- OpenAlex
- W1857042702
- Cited by
- 440
- References
- 1
- FWCI
- 5.64
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Customer Value Assessment in Business Markets: A State-of-Practice Study. https://app.cochat.ai/papers/10.1300/j033v01n01_02
- The paper
- Anderson, J. C., Jain, D. C., & Chintagunta, P. K. (1992). Customer Value Assessment in Business Markets: A State-of-Practice Study. Journal of Business-to-Business Marketing. https://doi.org/10.1300/j033v01n01_02
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
