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Constructing thick descriptions of marketers’ and buyers’ decision processes in business‐to‐business relationships
16 references·4 citing·33 second hop
Constructing thick descriptions of marketers’ and buyers’ decision processes in business‐to‐business relationships (2000)Constructing thick descriptions of market…The Interpretation of Cultures (2017)The Interpretation of CulturesSensemaking in Organizations (1996)Sensemaking in OrganizationsThe Adaptive Decision Maker (1994)The Adaptive Decision MakerThe Adaptive Decision Maker (1993)The Adaptive Decision MakerMapping Strategic Thought. (1992)Mapping Strategic Thought.The Fifth Discipline (1990)The Fifth DisciplineEthnographic Decision Tree Modeling (1989)Ethnographic Decision Tree Mo…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Ethnographic Paradigm(s) (1979)The Ethnographic Paradigm(s)An Information Processing Theory of Consumer Choice (1979)An Information Processing The…An Emerging Strategy of "Direct" Research (1979)An Emerging Strategy of "Dire…Industrial market segmentation (1974)Industrial market segmentationInformation Processing Models of Consumer Behavior (1970)Information Processing Models…The social psychology of organizing (1969)The social psychology of orga…Variation and Selective retention in Socio-Cultural Evolution (1965)Variation and Selective reten…Consumer Behavior as Risk Taking (1960)Consumer Behavior as Risk Tak…Questioning the theory-praxis gap in marketing – types and drivers of research implementation (2017)Questioning the theory-praxis…“Does global sourcing pay-off? A competitive dynamics perspective” (2016)“Does global sourcing pay-off…Editorial — Behavioral and psychological aspects of b2b pricing (2015)Editorial — Behavioral and ps…Customer value: theory, research, and practice (2008)Customer value: theory, resea…The Theory of Buyer Behavior (1971)The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Industrial Organization: Theory and Practice (1966)The Nature of Managerial Work (1974)Strategies for Theorizing from Process Data (1999)Case research in operations management (2002)Grounded Theory in Management Research (2003)The Logic of Scientific Discovery (2013)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Exploration and Exploitation in Organizational Learning (1991)A Dynamic Theory of Organizational Knowledge Creation (1994)Managing Legitimacy: Strategic and Institutional Approaches (1995)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model (2000)Construal-level theory of psychological distance. (2010)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Deliberate Learning and the Evolution of Dynamic Capabilities (2002)Organizing and the Process of Sensemaking (2005)Culture in Action: Symbols and Strategies (1986)Framing Processes and Social Movements: An Overview and Assessment (2000)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Predicting e-services adoption: a perceived risk facets perspective (2003)Understanding and Mitigating Uncertainty in Online Exchange Relationships: A Principal–Agent Perspective1 (2007)Market Orientation and the Learning Organization (1995)Toward a theory of spiritual leadership (2003)Risk as feelings. (2001)
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References

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  • 1979An Information Processing Theory of Consumer Choice2,245 cited
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“Does global sourcing pay-off? A competitive dynamics perspective”
22 cited
  • 2008Customer value: theory, research, and practice13 cited
  • 2015Editorial — Behavioral and psychological aspects of b2b pricing13 cited
  • 2017Questioning the theory-praxis gap in marketing – types and drivers of research implementation9 cited