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2277 sources

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All the studies, journal articles and books the articles draw on. Organized by topic and linked to the articles that cite them.

Growth & Strategy

372 sources

  1. Åberg, C.; Calabrò, A.; Valentino, A. et al. (2024): Socioemotional Wealth and Family Firm Performance: The Moderating Role of CEO Tenure and Millennial CEO. British Journal of Management, 35(4), 2103-2121.

    Cited inThinking Long-Term in Short-Term Times: What Family Firms Do Differently

  2. Abraham, A. T.; Hamilton, R. W. (2018): When Does Partitioned Pricing Lead to More Favorable Consumer Preferences? Meta-Analytic Evidence. Journal of Marketing Research, 55(5), 686-703.

    Cited inPricing Psychology in B2B: Anchors, Rounding, and Bundles, What Research Shows

  3. Agag, G. (2019): E-commerce Ethics and Its Impact on Buyer Repurchase Intentions and Loyalty: An Empirical Study of Small and Medium Egyptian Businesses. Journal of Business Ethics, 154(2), 389-410.

    Cited inService as a Differentiator: Why What Surrounds the Product Often Counts MoreDelivery Time as a Selling Point: When Speed Matters More Than Price

  4. Agrawal, V.; Ferguson, M. (2007): Bid-response models for customised pricing. Journal of Revenue & Pricing Management, 6(3), 212-228.

    Cited inQuotes That Win: Structure, Follow-Up, and Why Quotes Are Lost

  5. Ahearne, M.; Pourmasoudi, M.; Atefi, Y.; Lam, S. K. (2025): Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes. Journal of Marketing, 89(1), 94-116.

    Cited inPlan Sales Targets: From Annual Revenue Goal to Weekly Activities

  6. Ahearne, M.; Pourmasoudi, M.; Habel, J. (2025): Inside sales structures and firm performance. Journal of the Academy of Marketing Science, 53(5), 1356-1378.

    Cited inReducing Cost of Sales per Order Without Losing Deals

  7. Alam, I. (2021): Integrating Social Media and Traditional Modes of Customer Interaction for New B2B Service Development. Journal of Business-to-Business Marketing, 28(4), 321-345.

    Cited inTest a New Service Before It Costs a Lot: Pilot Customers and Pre-Sales

  8. Alavi, S.; Böhm, E.; Habel, J.; Wieseke, J.; Schmitz, C.; Brüggemann, F. (2022): The ambivalent role of monetary sales incentives in service innovation selling. Journal of Product Innovation Management, 39(3), 445-463.

    Cited inSelling Service Contracts: From One-Off Orders to Ongoing Relationships

  9. Amaral, J. V.; Guerreiro, R. (2026): A study of organizational factors driving the adoption and institutionalization of the value-based pricing approach in B2B companies. Journal of Revenue and Pricing Management.

    Cited inHourly Rate, Fixed Fee, Subscription, Success Fee: Pricing Models Compared

  10. Anderson, E. (1985): The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis. Marketing Science, 4(3), 234-254. Reprinted in Marketing Science, 27(1), 2008, 70-84.

    Cited inWürth: How a Screw Wholesaler Became a Global Group Through Field SalesSales Channels Compared: Direct Sales, Dealers, Platforms, PartnersMake or Buy: The Make-or-Buy Decision in a Small Business

  11. Anderson, J. C.; Kumar, N.; Narus, J. A. (2007): Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. Harvard Business School Press.

    Cited inExpressing Customer Value in Euros: Value Arguments That Convince Buyers

  12. Anderson, J. C.; Narus, J. A. (1998): Business Marketing: Understand What Customers Value. Harvard Business Review, 76(6), 53-65.

    Cited inExpressing Customer Value in Euros: Value Arguments That Convince Buyers

  13. Anderson, J. C.; Narus, J. A.; van Rossum, W. (2006): Customer Value Propositions in Business Markets. Harvard Business Review, 84(3), 90-99.

    Cited inThe Value Proposition in One Sentence: Customer, Problem, Result

  14. Andreoli-Versbach, P.; Gans, J. (2024): Interplay between Amazon store and logistics. European Competition Journal, 20(2), 460-497.

    Cited inSelling Through Marketplaces or on Your Own: A Choice for Makers and Dealers

  15. Ansoff, H. I. (1957): Strategies for Diversification. Harvard Business Review, 35(5), 113-124.

    Cited inApplying the Ansoff Matrix: Four Growth Directions for Small Firms

  16. Ansoff, H. I. (1975): Managing Strategic Surprise by Response to Weak Signals. California Management Review, 18(2), 21-33.

    Cited inReading Market Signals Early: Inquiries, Lost Deals, and Prices as Warnings

  17. Apple Newsroom: Apple to Open 25 Retail Stores in 2001 (May 15, 2001)

    Cited inThe Apple Stores: How a Sales Floor Became a Brand Experience

  18. AppleInsider: Apple retail chief Angela Ahrendts to depart in April, hands mantle to Deirdre O’Brien (February 5, 2019)

    Cited inThe Apple Stores: How a Sales Floor Became a Brand Experience

  19. Aridor, G.; Che, Y.-K.; Hollenbeck, B.; Kaiser, M.; McCarthy, D. (2026): Evaluating the Impact of Privacy Regulation on E-Commerce Firms: Evidence from Apple's App Tracking Transparency. Management Science, 72(8), pp. 7009-7027.

    Cited inSelling Through Marketplaces or on Your Own: A Choice for Makers and Dealers

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    Cited inThe BCG Matrix for Small Businesses: Its Value and Where It MisleadsEvaluating Strategic Options: A Simple Scoring Matrix

  21. Arvanitis, S.; Stucki, T. (2014): How Swiss small and medium-sized firms assess the performance impact of mergers and acquisitions. Small Business Economics, 42(2), 339-360.

    Cited inGrowth Through Acquisition: What Owners Should Watch in Small Deals

  22. Arvanitis, S.; Stucki, T. (2015): Do mergers and acquisitions among small and medium-sized enterprises affect the performance of acquiring firms? International Small Business Journal, 33(7), 752-773.

    Cited inGrowth Through Acquisition: What Owners Should Watch in Small Deals

  23. aubi-plus: Lernlinge leiten rund einen Monat lang ihren dm-Markt (August 25, 2025)

    Cited indm-drogerie markt: Everyday Low Prices and Employee Culture

  24. Bambauer-Sachse, S.; Young, A. (2024): Consumers’ Intentions to Spread Negative Word of Mouth About Dynamic Pricing for Services: Role of Confusion and Unfairness Perceptions. Journal of Service Research, 27(3), 364-380.

    Cited inPrice Differentiation: Different Prices, Fairly Justified

  25. Barney, J. B. (1991): Firm Resources and Sustained Competitive Advantage. Journal of Management, 17(1), 99-120.

    Cited inIs Your Competitive Advantage Real? The VRIO Test for Small Businesses

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    Cited inIs Your Competitive Advantage Real? The VRIO Test for Small Businesses

  27. Bauer, C.; Turčínková, J. (2020): Product Elimination in German Industrial Companies: A Comparison Study with US and UK Industrial Companies. Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis, 68(3), 585-596.

    Cited inPrune Your Service Portfolio: Which Services Do Not Pay Off

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    Cited inGrowth Through Acquisition: What Owners Should Watch in Small Deals

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    Cited inGrowth Thresholds: What Changes at 10, 50, and 250 Employees

  30. Belli, A.; O’Rourke, A.-M.; Carrillat, F. A.; Pupovac, L.; Melnyk, V.; Napolova, E. (2022): 40 years of loyalty programs: how effective are they? Generalizations from a meta-analysis. Journal of the Academy of Marketing Science, 50(1), 147-173.

    Cited inB2B Loyalty Programs: What Tiered Discounts, Rebates, and Perks Achieve

  31. Bengtsson, M.; Kock, S. (2000): “Coopetition” in Business Networks: to Cooperate and Compete Simultaneously. Industrial Marketing Management, 29(5), 411-426.

    Cited inCooperating with Competitors: When It Makes Sense and Is Allowed

  32. Benito-Osorio, D.; Colino, A.; Guerras-Martín, L. Á.; Zúñiga-Vicente, J. Á. (2020): The combined effects of product and geographical diversification on performance: Evidence in manufacturing SMEs. Business Research Quarterly, 23(2), 91-106.

    Cited inSpecialize or Diversify: When a Niche Brings GrowthExpand Into a New Region: Sequence, Checkpoints, Common Mistakes

  33. Berggren, B.; Olofsson, C.; Silver, L. (2000): Control Aversion and the Search for External Financing in Swedish SMEs. Small Business Economics, 15(3), 233-242.

    Cited inFinancing Growth: Own Funds, Loans, Subsidies, and Equity

  34. Bettencourt, L. A.; Houston, M. B. (2024): The Untested Assumption: Can a Net Promoter Study Be Used to Improve Net Promoter Score? International Journal of Market Research, 66(2/3), 216-240.

    Cited inB2B Customer Surveys: Questions, Process, and What to Do With the Answers

  35. Bhimani, A.; Sivabalan, P.; Soonawalla, K. et al. (2024): Annual budgets and rolling budgets use in UK and Australian firms. Journal of Management Control, 35(4), 509-561.

    Cited inMonthly Revenue Planning: From the Annual Target to Weekly Activity

  36. Blaseg, D.; Schwienbacher, A. (2024): Biased Calibration: Exacerbating Instead of Mitigating Entrepreneurial Overplacement with Reference Values. Entrepreneurship Theory and Practice, 48(5), 1131-1159.

    Cited inEstimating Market Size Without a Research Budget: Top-Down and Bottom-Up

  37. Bolton, R. N.; Kannan, P. K.; Bramlett, M. D. (2000): Implications of loyalty program membership and service experiences for customer retention and value. Journal of the Academy of Marketing Science, 28(1), 95-108.

    Cited inB2B Loyalty Programs: What Tiered Discounts, Rebates, and Perks Achieve

  38. Bonacchi, M.; Perego, P. (2024): Customer Analytics in Performance Measurement and Reporting Systems. Accounting Horizons, 38(4), 1-29.

    Cited inCalculate Customer Lifetime Value: What a Customer Is Worth to You

  39. Bort, J.; Wiklund, J.; Yu, W. (2025): Firm growth and the job satisfaction of the startup workforce. Strategic Management Journal, 46(10), 2535-2572.

    Cited inGrowing Without New People: Where Productivity Comes Before Hiring

  40. Boulding, W.; Kirmani, A. (1993): A Consumer-Side Experimental Examination of Signaling Theory: Do Consumers Perceive Warranties as Signals of Quality? Journal of Consumer Research, 20(1), 111-123.

    Cited inGuarantees in Your Offer: Lower the Customer’s Risk Without Overcommitting

  41. Bouncken, R. B.; Covin, J. G.; Schmitt, F. (2026): Family firms’ digital transformation: pathways and tensions. Small Business Economics, 66(3), 1353-1369.

    Cited inThinking Long-Term in Short-Term Times: What Family Firms Do Differently

  42. Brouthers, L. E.; Nakos, G.; Hadjimarcou, J.; Brouthers, K. D. (2009): Key Factors for Successful Export Performance for Small Firms. Journal of International Marketing, 17(3), 21-38.

    Cited inThe First Export Order: A Checklist from Payment Terms to Customs

  43. Brynjolfsson, E.; Li, D.; Raymond, L. (2025): Generative AI at Work. The Quarterly Journal of Economics, 140(2), 889-942.

    Cited inGrowing Without New People: Where Productivity Comes Before Hiring

  44. Buehler, R.; Griffin, D.; Ross, M. (1994): Exploring the “planning fallacy”: Why people underestimate their task completion times. Journal of Personality and Social Psychology, 67(3), 366-381.

    Cited inMonthly Revenue Planning: From the Annual Target to Weekly Activity

  45. Buoye, A.; Komarova Loureiro, Y.; Kabadayi, S. et al. (2016): Is share of wallet exclusively about making customers happy or having more customers? Exploring the relationship between satisfaction and double jeopardy. Journal of Service Management, 27, 434-459.

    Cited inIncreasing Revenue per Customer: Levers That Don't Feel Pushy

  46. Burnham, T. A.; Frels, J. K.; Mahajan, V. (2003): Consumer Switching Costs: A Typology, Antecedents, and Consequences. Journal of the Academy of Marketing Science, 31(2), 109-126.

    Cited inB2B Loyalty Programs: What Tiered Discounts, Rebates, and Perks Achieve

  47. Bustinza, O. F.; Rabetino Sabugo, R.; Vendrell-Herrero, F. (2026): Unveiling the hidden link between digital servitization and firm performance: A meta-analysis. Asian Business & Management, 25(3), 341-375.

    Cited inBuild Recurring Revenue: Maintenance, Service, and Subscriptions

  48. Buzzell, R. D.; Gale, B. T. (1987): The PIMS Principles: Linking Strategy to Performance. New York: Free Press.

    Cited inMarket Share or Margin: What Small Businesses Should Prioritize

  49. Camerer, C.; Lovallo, D. (1999): Overconfidence and Excess Entry: An Experimental Approach. American Economic Review, 89(1), 306-318.

    Cited inEstimating Market Size Without a Research Budget: Top-Down and Bottom-Up

  50. Camuffo, A.; Cordova, A.; Gambardella, A.; Spina, C. (2020): A Scientific Approach to Entrepreneurial Decision Making: Evidence from a Randomized Control Trial. Management Science, 66(2), 564-586.

    Cited inTest a New Service Before It Costs a Lot: Pilot Customers and Pre-Sales

  51. Camuffo, A.; Gambardella, A.; Messinese, D. et al. (2024): A scientific approach to entrepreneurial decision-making: Large-scale replication and extension. Strategic Management Journal, 45(6), 1209-1237.

    Cited inTest a New Service Before It Costs a Lot: Pilot Customers and Pre-Sales

  52. Capron, L. (2016): Strategies for M&As: when is acquisition the right mode to grow? Accounting and Business Research, 46(5), 453-462.

    Cited inOrganic, Partnership, or Acquisition: Growth Paths Compared

  53. Capron, L.; Mitchell, W. (2012): Build, Borrow, or Buy: Solving the Growth Dilemma. Boston: Harvard Business Review Press.

    Cited inOrganic, Partnership, or Acquisition: Growth Paths Compared

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    Cited inNetflix: How a DVD Rental Service Replaced Its Own BusinessProtecting the Core While Something New Grows: The Innovator’s Dilemma

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    Cited inReading Market Signals Early: Inquiries, Lost Deals, and Prices as Warnings

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    Cited inGood, Better, Best: Building Offers in Three Tiers

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    Cited inPlan Sales Targets: From Annual Revenue Goal to Weekly ActivitiesRealistic Growth Targets: Why Bottom-Up Planning Is More Reliable

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    Cited inProtecting the Core While Something New Grows: The Innovator’s Dilemma

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    Cited inProtecting the Core While Something New Grows: The Innovator’s Dilemma

  60. Chukwunweike, N. V.; Gift, O. O. (2025): The role of strategic alliance as a coping strategy for climate change by SMEs in Nigeria. GeoScape, 19(1), 12-24.

    Cited inSetting Up Sales Partnerships: Selection, Agreement, Management

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    Cited inCompetitor Analysis With Little Effort: What Public Sources Reveal

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    Cited inIncrease Revenue Without More Leads: Three Levers You Already HavePlan Sales Targets: From Annual Revenue Goal to Weekly ActivitiesPipeline Management for SMEs: Stages, Probabilities, ForecastDevelop a Sales Strategy: Five Decisions You Have to Make

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    Cited inMake or Buy: The Make-or-Buy Decision in a Small Business

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    Cited inGrowth Thresholds: What Changes at 10, 50, and 250 Employees

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    Cited inIs Your Competitive Advantage Real? The VRIO Test for Small Businesses

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    Cited inSetting Up a Customer Advisory Board: How Regulars Sharpen Strategy

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    Cited inReducing Cost of Sales per Order Without Losing Deals

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    Cited inFinding a Profitable Niche: Four Test Questions for Small Businesses

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    Cited inRaise Prices Without Losing Customers: Preparation, Communication, ObjectionsCommunicating Prices: Quote, Justification, and Room to Negotiate

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    Cited inWinning Your First Large Customer: Preparation, Purchasing, Risks

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    Cited inReading Market Signals Early: Inquiries, Lost Deals, and Prices as Warnings

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    Cited inRealistic Growth Targets: Why Bottom-Up Planning Is More Reliable

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    Cited inService as a Differentiator: Why What Surrounds the Product Often Counts More

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    Cited inBuilding Customer Segments That Change How You Sell

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    Cited inBuilding Customer Segments That Change How You Sell

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    Cited inExpressing Customer Value in Euros: Value Arguments That Convince Buyers

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    Cited inSetting Up Sales Partnerships: Selection, Agreement, Management

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    Cited inDevelop a Sales Strategy: Five Decisions You Have to MakeGrow Existing Customers: Repeat Business, Add-On Sales, and ReferralsKey Account Management for Mid-Sized Companies: Developing a Few Large CustomersReducing Cost of Sales per Order Without Losing Deals

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    Cited inSelling Through Marketplaces or on Your Own: A Choice for Makers and Dealers

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    Cited inPrice Adjustment Clauses in Contracts: When They Are Fair

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