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Buying decision approaches of organizational buyers and users
16 references·6 citing·39 second hop
Buying decision approaches of organizational buyers and users (2002)Buying decision approaches of organizatio…PERSPECTIVES IN CONSUMER BEHAVIOR (2007)PERSPECTIVES IN CONSUMER BEHA…Effects of Procedural and Outcome Accountability on Judgment Quality (1996)Effects of Procedural and Out…Replications and extensions in marketing: Rarely published but quite contrary (1994)Replications and extensions i…Taxonomy of Buying Decision Approaches (1993)Taxonomy of Buying Decision A…Accountability: A social magnifier of the dilution effect. (1989)Accountability: A social magn…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Industrial Purchasing: An Empirical Exploration of the Buyclass Framework (1987)Industrial Purchasing: An Emp…Research in Organizational Behavior. (1986)Research in Organizational Be…Accountability: The neglected social context of judgment and choice. (1985)Accountability: The neglected…ACCOUNTABILITY AND THE PERSEVERANCE OF FIRST IMPRESSIONS (1983)ACCOUNTABILITY AND THE PERSEV…Heuristic versus systematic information processing and the use of source versus message cues in persuasion. (1980)Heuristic versus systematic i…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Organizational Buying Behavior (1973)Organizational Buying BehaviorIndustrial buying and creative marketing (1967)Industrial buying and creativ…Why are industrial firms high or low brand sensitive? An empirical investigation (2019)Why are industrial firms high…Purchasing for someone else in a b-to-b context: Joint effects of choice overload and accountability (2018)Purchasing for someone else i…Industrial-buying research 1965-2015: review and analysis (2018)Industrial-buying research 19…End users’ purchasing task involvement, power and influence strategies in organizational buying (2018)End users’ purchasing task in…Organizational buying decision approaches in manufacturing industry: developing measures and typology (2017)Organizational buying decisio…Information search in complex industrial buying: Empirical evidence from Brazil (2010)Information search in complex…Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Construct validity in psychological tests. 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(1997)Initial Trust Formation in New Organizational Relationships (1998)Gender stereotypes and workplace bias (2012)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)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)Understanding Customer Experience Throughout the Customer Journey (2016)A Brief Tutorial on the Development of Measures for Use in Survey Questionnaires (1998)Structural Equation Modeling and Regression: Guidelines for Research Practice (2000)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Attitudes And Attitude Change (1987)The Psychology of Group Conflict and the Dynamics of Oppression (1993)Satisficing in surveys: Initial evidence (1996)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Self-Reports in Organizational Research: Problems and Prospects (1986)Managing Legitimacy: Strategic and Institutional Approaches (1995)Toward a knowledge‐based theory of the firm (1996)
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References

  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1986Research in Organizational Behavior.10,897 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1980Heuristic versus systematic information processing and the use of source versus message cues in persuasion.5,511 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1973Organizational Buying Behavior640 cited
  • 1985Accountability: The neglected social context of judgment and choice.625 cited
  • 1983ACCOUNTABILITY AND THE PERSEVERANCE OF FIRST IMPRESSIONS515 cited
  • 1987Industrial Purchasing: An Empirical Exploration of the Buyclass Framework429 cited
  • 1994Replications and extensions in marketing: Rarely published but quite contrary416 cited
  • 1989Accountability: A social magnifier of the dilution effect.393 cited
  • 2007PERSPECTIVES IN CONSUMER BEHAVIOR354 cited
  • 1996Effects of Procedural and Outcome Accountability on Judgment Quality

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327 cited
  • 1993Taxonomy of Buying Decision Approaches307 cited
  • Cited by

    • 2010Information search in complex industrial buying: Empirical evidence from Brazil40 cited
    • 2018Industrial-buying research 1965-2015: review and analysis22 cited
    • 2017Organizational buying decision approaches in manufacturing industry: developing measures and typology21 cited
    • 2018End users’ purchasing task involvement, power and influence strategies in organizational buying19 cited
    • 2019Why are industrial firms high or low brand sensitive? An empirical investigation15 cited
    • 2018Purchasing for someone else in a b-to-b context: Joint effects of choice overload and accountability7 cited