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ArticleBuying decision approaches of organizational buyers and users

Junyean Moon2002

Article2002

Buying decision approaches of organizational buyers and users

Junyean Moon · Surinder Tikoo

45 citations·0/0 files stored·Journal of Business Research

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Consumer Behavior and Marketing Influence Multi-Criteria Decision Making Quality and Supply Management

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References

1988Structural equation modeling in practice: A review and recommended two-step approach.1979A Paradigm for Developing Better Measures of Marketing Constructs 1977Estimating Nonresponse Bias in Mail Surveys 1986Research in Organizational Behavior.1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment 1980Heuristic versus systematic information processing and the use of source versus message cues in persuasion.1967Industrial buying and creative marketing 1973Organizational Buying Behavior

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2010Information search in complex industrial buying: Empirical evidence from Brazil 2018Industrial-buying research 1965-2015: review and analysis 2017Organizational buying decision approaches in manufacturing industry: developing measures and typology 2018End users’ purchasing task involvement, power and influence strategies in organizational buying 2019Why are industrial firms high or low brand sensitive? An empirical investigation

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Year2002

Typearticle

Published2002-04-01

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations45

Files0 public / 0

ShelfConsumer Behavior and Marketing Influence

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doi10.1016/s0148-2963(00)00155-7

openalex_workW1979044045

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2018

Purchasing for someone else in a b-to-b context: Joint effects of choice overload and accountability