Reputation Transfer to Enter New B-to-B Markets

Measuring and Modelling Approaches

  • Christine Falkenreck

Part of the Contributions to Management Science book series (MANAGEMENT SC.)

Table of contents

  1. Front Matter
    Pages i-xxii
  2. Christine Falkenreck
    Pages 1-8
  3. Christine Falkenreck
    Pages 9-19
  4. Christine Falkenreck
    Pages 65-105
  5. Christine Falkenreck
    Pages 107-118
  6. Christine Falkenreck
    Pages 119-182
  7. Christine Falkenreck
    Pages 183-189
  8. Back Matter
    Pages 191-229

About this book


This book focuses on the development and cross-cultural testing of a construct of reputation rooted in resource-based theories. No study has ever asked organizational customers to rate the importance of a supplier’s positive reputation on their buying decision. The results of the survey contribute substantially to our understanding of reputation measuring and managing. This book is the first to highlight the cross-link between reputation, reputation transfer and culture, and argues that to develop one cross-culturally valid construct of reputation, which can be used in both B-to-B and B-to-C contexts is neither useful nor appropriate.


Brand Related Fit Category Related Fit Corporate Reputation Cross Cultural Marketing Customer Relationship Management Direct Marketing Reputation Management Reputation Transfer marketing

Authors and affiliations

  • Christine Falkenreck
    • 1
  1. 1.Dialog Marketing Competence CenterUniversität KasselKasselGermany

Bibliographic information

  • DOI
  • Copyright Information Physica-Verlag Heidelberg 2010
  • Publisher Name Physica-Verlag HD
  • eBook Packages Business and Economics
  • Print ISBN 978-3-7908-2356-1
  • Online ISBN 978-3-7908-2357-8
  • Series Print ISSN 1431-1941
  • Buy this book on publisher's site