A1 Refereed original research article in a scientific journal

Gain-sharing in performance-based contracting : How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement

Authors: Keränen Joona; Kienzler Mario; Salonen Anna; Terho Harri; Totzek Dirk

Publisher: Elsevier

Publication year: 2023

Journal: Industrial Marketing Management

Journal name in source: Industrial Marketing Management

Volume: 115

First page : 172

Last page: 184

ISSN: 0019-8501

eISSN: 1873-2062

DOI: https://doi.org/10.1016/j.indmarman.2023.09.013

Web address : https://doi.org/10.1016/j.indmarman.2023.09.013