This article presents a review of the existing literature on value in business markets, from the perspective of both business marketing and purchasing and supply management, in three steps. First, some of the early research strands on value are examined including value analysis and engineering, the augmented product concept, consumer values, and economic value of customers. Then this seminal research and more recent research are categorized according to two distinct levels of analysis: the value of goods and services versus the value of buyer-supplier relationships, and different understandings of the role of business marketing and purchasing and supply are discussed. Lastly, a number of future research avenues, which can be organized around the value of products/relationships on the one hand and value analysis/creation/ delivery on the other, are considered. D

Based on a stakeholder-oriented conceptualization of corporate social responsibility (CSR), this paper offers a multi-dimensional, dynamic perspective which integrates moral, cultural and strategic aspects of the CSR development process, together with its organizational implications. Therefore, the authors link existing stage models of CSR development with stakeholder culture and social responsiveness continuums and provide a consolidative model which highlights a seven-stage development process towards CSR, articulated around three cultural phases (i.e. CSR reluctance, CSR grasp and CSR embedment). In a context in which literature on CSR development and implementation tends to be overly segmented, this consolidative model integrates organizational values and culture together with management processes and operations. In its emphasis on the importance of the organizational context and characteristics in analyses of organizations' CSR development, the proposed consolidative model offers novel research perspectives and highlights the relevance of adopting a phase-dependent approach.In the last few years, companies have begun to move beyond traditional philanthropy and basic compliance into a new kind of corporate and social responsibility.

Authenticity is a cornerstone of contemporary marketing. Yet, how do firms develop brand positions based on authenticity when marketing, and in particular advertising, is believed to 2 be antithetical to such positioning? We examine how consumers assess the claims of Trappist and Abbey beer brands. We identify three forms of authenticity: pure (literal) authenticity, approximate authenticity, and moral authenticity. In each case, consumers draw on either indexical or iconic cues to form judgments of authenticity, although the type of cue and degree of abstraction differ across the three types. We also find that the informants are duped by careful advertisements, and explain this by proposing that the relationships between indexical and iconic cues are closer than previously thought.

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Although various manufacturing companies have developed into total solution providers, no research addresses their service orientations. Building on the literature on organizational service climate, this study explores the organizational parameters and service business orientations that explain relative product sales and service volume of manufacturing companies. Following an exploratory study involving in-depth interviews, the authors conducted an empirical survey of 137 companies in The Netherlands, Belgium, and Denmark. The study assesses the effects of organizational parameters on the implementation of service business orientations and validates the important distinction between services in support of the client's actions (SSC) and services in the support of the product (SSP). The findings demonstrate that services in support of the client's action leverage relative product sales, while services in support of the product generate service volume. In addition to the main effects, the moderating effects of the organizational parameters are discussed.