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Toward a model of business-to-business marketing communications effects · Study

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ArticleToward a model of business-to-business marketing communications effects

David I. Gilliland1997

Article1997

Toward a model of business-to-business marketing communications effects

David I. Gilliland · Wesley James Johnston

111 citations·0/0 files stored·Industrial Marketing Management

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence

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References

2015Communication and Persuasion: Central and Peripheral Routes to Attitude Change 1983Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement 1987Dimensions of Consumer Expertise 1991Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective 1988The Role of Involvement in Attention and Comprehension Processes 1987The Power of Feelings in Understanding Advertising Effects 1991Handbook of consumer behavior 1988Communication and Persuasion: Central and Peripheral Routes to Attitude Change

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2016What messages to post? Evaluating the popularity of social media communications in business versus consumer markets 2014Should tweets differ for B2B and B2C? An analysis of Fortune 500 companies' Twitter communications 2013Spreading the word through likes on Facebook 2010Exploring visitor experiences at trade shows 2011B2B service brand identity: Scale development and validation

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1997The role of motivated reasoning in vendor considerationarticle · 7 shared references 2011Implementing an intended brand personality: a dyadic perspectivearticle · 6 shared references 1993Defining, Operationalizing, and Using Involvement in Advertising Research: A Reviewarticle · 6 shared references 2001Elaboration Likelihood Model in Consumer Research: A Reviewreview · 6 shared references 1999Organizational Buying Theoriesarticle · 6 shared references 1998A Path Analytic Model of the Relationships between Involvement, Psychological Commitment, and Loyaltyarticle · 5 shared references

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Year1997

Typearticle

Published1997-01-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations111

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1016/s0019-8501(96)00032-6

openalex_workW1985408991

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