Journal Articles

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Strategic Account Management

Storbacka, K., & Cornell, E (2018). Elevating Strategic Account ManagementVelocity, 20(2).

Storbacka, K., &  Cornell, E. (2017). The Digitalization Drive: Part 1 - The impact of digital technologies on SAM strategy and business models. Velocity, 19(2).

Storbacka, K., (2016). The Digitalization Drive: Elevating Strategic Account Management. Strategic Account Management Association

Storbacka., K (2004). World Class Account Management Meets Customer Asset ManagementVelocity, 8.

Storbacka., K (2004). Create Your Future by Investing in CustomersVelocity, 20.

 

2018

Nenonen, S., Storbacka, K., & Frethey-Bentham, C. (2018). Is your industrial marketing work working? Developing a composite index of market change. Industrial Marketing Management

 

2017

Nenonen, S., Brodie, R. J., Storbacka, K., & Peters, L. D. (2017). Theorizing with managers: how to achieve both academic rigor and practical relevance? European Journal of Marketing, 51 (7/8).

Nenonen, S., Möller, K. & Storbacka, K. (2017). Market innovation: Renewal of traditional industrial networks, Innovating in Practice, 59-81

 

2016

Storbacka, K., Brodie, R. J., Böhmann T, Maglio, P. P., & Nenonen, S. (2016). Actor engagement as a microfoundation for value co-creation. Journal of Business Research, 69 (8), 3008-3017. 10.1016/j.jbusres.2016.02.034 

Storbacka, K., Nenonen, S., & Brodie, R. J. (2016). Forum for markets and marketing as a context for collaborative theorizing. Marketing Theory, 16 (2), 257-260. 10.1177/1470593115608077a 

Nenonen, S., & Storbacka, K. (2016). Driving shareholder value with customer asset management: Moving beyond customer lifetime value. Industrial Marketing Management, 52, 140-150. 10.1016/j.indmarman.2015.05.019
URL: http://hdl.handle.net/2292/32864 

 

2015

Guenzi, P., & Storbacka, K. (2015). The organizational implications of implementing key account management: A case-based examination. Industrial Marketing Management, 45, 84-97. 10.1016/j.indmarman.2015.02.020

 

2014

Nenonen, S., Kjellberg, H., Pels, J., Cheung, L., Lindeman, S., Mele, C., ... Storbacka, K. (2014). A new perspective on market dynamics: Market plasticity and the stability-fluidity dialectics. Marketing Theory, 14 (3), 269-289. 10.1177/1470593114534342 

Brodie, R. J., & Storbacka, K. (2014). Collaborative theorising about markets and marketing and service-dominant logic. Marketing Theory, 14 (3), 231-237. 10.1177/1470593114534338 

Mele, C., Pels, J., & Storbacka, K. (2014). A holistic market conceptualization. Journal of the Academy of Marketing Science10.1007/s11747-014-0383-8

Storbacka, K. E. (2014). Does publish or perish lead to stylish rubbish?. Journal of Business Market Management, 7(1), 289-295. Related URL.

Nenonen, S., & Storbacka, K. (2014). Management of customer assets for increased value capture in business markets. Management Decision, 52 (1), 101-121. 10.1108/MD-04-2013-0213 

 

2013

Nenonen, S., & Storbacka, K. (2013). Finding market focus for solution business development. Journal of Business Market Management, 6 (3), 123-142. Related URL.
URL: http://hdl.handle.net/2292/21361 

Storbacka, K., Windahl, C., Nenonen, S., & Salonen, A. (2013). Solution business models: Transformation along four continua. Industrial Marketing Management, 42 (5), 705-716. 10.1016/j.indmarman.2013.05.008 

 

2012

Kjellberg, H., Storbacka, K., Lindeman, S., Nenonen, S., Akaka, M., Chandler, J., ... McColl-Kennedy, J. (2012). Market futures/future markets: Research directions in the study of markets. Marketing Theory, 12 (2), 219-223. 10.1177/1470593112444382 

Storbacka, K. (2012). Strategic account management programs: Alignment of design elements and management practices. Journal of Business and Industrial Marketing, 27 (4), 259-274. 10.1108/08858621211221643

Storbacka, K., Frow, P., Nenonen, S., & Payne, A. (2012). Designing business models for value co-creation. Review of Marketing Research, 9, 51-78. 10.1108/S1548-6435(2012)0000009007 

Storbacka, K. E. (2012). Strategic Account Management Programs: Alignment of Design Elements and Management Practices. Journal of Business & Industrial Marketing, 27 (4)10.1108/08858621211221643

Kjellberg, H., Storbacka, K., Akaka, M., Chandler, J., Finch, J., Lindeman, S., ... Nenonen, S. (2012). Market futures/future markets: commentary on future research directions in the study of markets. Marketing Theory: an international review

Storbacka, K., & Nenonen, S. (2012). Competitive arena mapping: Market innovation using morphological analysis.Journal of Business-to-Business Marketing, 19 (3), 183-215. 10.1080/1051712X.2012.638464 

 

2011

Storbacka, K. (2011). A solution business model: Capabilities and management practices for integrated solutions.INDUSTRIAL MARKETING MANAGEMENT, 40 (5), 699-711. 10.1016/j.indmarman.2011.05.003
URL: http://hdl.handle.net/2292/12512

Storbacka, K., Polsa, P., & Sääksjärvi M (2011). Management practices in solution sales-A multilevel and cross-functional framework. Journal of Personal Selling and Sales Management, 31 (1), 35-54. 10.2753/PSS0885-3134310103
URL: http://hdl.handle.net/2292/11144

Storbacka, K., & Nenonen, S. (2011). Scripting markets: From value propositions to market propositions. Industrial Marketing Management, 40 (2), 255-266. 10.1016/j.indmarman.2010.06.038
URL: http://hdl.handle.net/2292/12515 

Storbacka, K., & Nenonen, S. (2011). Markets as configurations. European Journal of Marketing, 45 (1), 241-258. 10.1108/03090561111095685 

 

2010

Nenonen, S., & Storbacka, K. (2010). Business model design: conceptualizing networked value co-creation.International Journal of Quality and Service Sciences, 2 (2), 43-59. 10.1108/17566691011026595
URL: http://hdl.handle.net/2292/11146 

Storbacka, K. E., & Korkman, O. (2010). Practices as markets: value co-creation in e-invoicing. Australasian Marketing Journal,, 18, 236-247.

 

2009

Storbacka, K., Ryals, L., Davies, I. A., & Nenonen, S. (2009). The changing role of sales: Viewing sales as a strategic, cross-functional process. European Journal of Marketing, 43 (7), 890-906. 10.1108/03090560910961443 

Storbacka, K., & Nenonen, S. (2009). Customer relationships and the heterogeneity of firm performance. Journal of Business and Industrial Marketing, 24 (5), 360-372. 10.1108/08858620910966246 

Payne, A., Storbacka, K., Frow, P., & Knox, S. (2009). Co-creating brands: diagnosing and designing the relationship experience. Journal of Business Research, 62 (3), 379-389. 10.1016/j.jbusres.2008.05.013
URL: http://hdl.handle.net/2292/11158

 

2008

Payne, A. F., Storbacka, K., & Frow, P. (2008). Managing the co-creation of value. Journal of the Academy of Marketing Science, 36 (1), 83-96. 10.1007/s11747-007-0070-0
URL: http://hdl.handle.net/2292/12525