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Industrial buyer behavior at trade shows
16 references·1 citing·43 second hop
Industrial buyer behavior at trade shows (1992)Industrial buyer behavior at trade showsAdaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…International Market Entry and Expansion Via Independent or Integrated Channels of Distribution (1987)International Market Entry an…Industrial Purchasing: An Empirical Exploration of the Buyclass Framework (1987)Industrial Purchasing: An Emp…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)Research Design Effects on th…Organizations: Rational, Natural, and Open Systems. (1984)Organizations: Rational, Natu…Role Theory: Expectations, Identities, and Behaviors. (1982)Role Theory: Expectations, Id…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Book Review: Consumer and Industrial Buying Behavior (1978)Book Review: Consumer and Ind…Focus Groups and the Nature of Qualitative Marketing Research (1977)Focus Groups and the Nature o…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…ORGANIZATIONS: STRUCTURE AND PROCESS. By Richard Hall. Englewood Cliffs: Prentice-Hall, 1972. 348 pp. $8.95 (1973)ORGANIZATIONS: STRUCTURE AND …A Formal Theory of Differentiation in Organizations (1970)A Formal Theory of Differenti…Role Theory: Concepts and Research. (1967)Role Theory: Concepts and Res…Industrial buying and creative marketing (1967)Industrial buying and creativ…A New Asymmetric Measure of Association for Ordinal Variables (1962)A New Asymmetric Measure of A…Actors, knowledge and path transformations in a declining cluster (2022)Actors, knowledge and path tr…Studies in the Logic of Explanation (1948)The Conduct of Inquiry (1967)Organizational Structure, Environment and Performance: The Role of Strategic Choice (1972)Institutional Sources of Change in the Formal Structure of Organizations: The Diffusion of Civil Service Reform, 1880-1935 (1983)The Structuring of Organizations (1989)The Logic of Scientific Discovery (2013)Handbook of Industrial and Organizational Psychology. (1977)Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)Dimensions of Consumer Expertise (1987)Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople (1989)Organizational Culture and Marketing: Defining the Research Agenda (1989)Advances in Consumer Research (2025)The Problem of Non-Response in Sample Surveys (1946)A Critical Comparison of Three Strategies of Collecting Data from Households (1967)Mail Surveys and Response Rates: A Literature Review (1975)Computer Self-Efficacy: Development of a Measure and Initial Test (1995)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Review of Psychometric theory (2nd ed.). (1979)Ambiguity and the process of knowledge transfer in strategic alliances (1999)Buyer-Seller Relationships in Business Markets (1999)The C-OAR-SE procedure for scale development in marketing (2002)Generalized expectancies for internal versus external control of reinforcement. (1966)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Adaptability in the workplace: Development of a taxonomy of adaptive performance. (2000)Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict (1995)Why Differences Make a Difference: A Field Study of Diversity, Conflict and Performance in Workgroups (1999)Recent Developments in Role Theory (1986)All in a Day'S Work: Boundaries and Micro Role Transitions (2000)Role congruity theory of prejudice toward female leaders. (2002)Gaffers, Gofers, and Grips: Role-Based Coordination in Temporary Organizations (2006)Conceptualizing Work—Family Balance: Implications for Practice and Research (2007)10 Coordination in Organizations: An Integrative Perspective (2009)Managing Legitimacy: Strategic and Institutional Approaches (1995)Toward a Theory of Stakeholder Identification and Salience: Defining the Principle of Who and What Really Counts (1997)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)
this work references cited by second hop

References

  • 1977Estimating Nonresponse Bias in Mail Surveys17,460 cited
  • 1984Organizations: Rational, Natural, and Open Systems.1,825 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1970A Formal Theory of Differentiation in Organizations1,186 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity1,088 cited
  • 1967Industrial buying and creative marketing995 cited
  • 1982Role Theory: Expectations, Identities, and Behaviors.985 cited
  • 1973ORGANIZATIONS: STRUCTURE AND PROCESS. By Richard Hall. Englewood Cliffs: Prentice-Hall, 1972. 348 pp. $8.95924 cited
  • 1987International Market Entry and Expansion Via Independent or Integrated Channels of Distribution847 cited
  • 1967Role Theory: Concepts and Research.746 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1962A New Asymmetric Measure of Association for Ordinal Variables671 cited
  • 1978Book Review: Consumer and Industrial Buying Behavior626 cited
  • 1984Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis612 cited
  • 1977Focus Groups and the Nature of Qualitative Marketing Research

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611 cited
  • 1987Industrial Purchasing: An Empirical Exploration of the Buyclass Framework429 cited
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    • 2022Actors, knowledge and path transformations in a declining cluster27 cited