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Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow
16 references·2 citing·45 second hop
Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow (1996)Examining an industrial buyer’s purchasin…The Marketing Strategy Continuum: Towards a Marketing Concept for the 1990s (1991)The Marketing Strategy Contin…Social Ties and Word-of-Mouth Referral Behavior (1987)Social Ties and Word-of-Mouth…Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence (1987)Marketing's Interaction with …Case Research in Marketing: Opportunities, Problems, and a Process (1985)Case Research in Marketing: O…Being in the Right Place: A Structural Analysis of Individual Influence in an Organization (1984)Being in the Right Place: A S…International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)International Marketing and P…The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …Boundary Spanning Individuals: Their Role in Information Transfer and Their Antecedents (1981)Boundary Spanning Individuals…Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing (1981)Assessing Measurement Error i…Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing (1981)Assessing Measurement Error i…Macro Organizational Behavior (1980)Macro Organizational BehaviorWork Characteristics and Subunit Communication Structure: A Contingency Analysis (1979)Work Characteristics and Subu…The Social Psychology of Organizations, (2nd Ed) (1979)The Social Psychology of Orga…Special Boundary Roles in the Innovation Process (1977)Special Boundary Roles in the…Organizational Climate and Job Satisfaction in the Salesforce (1976)Organizational Climate and Jo…Marketing as Exchange (1975)Marketing as ExchangeZdolność sieciowa jako czynnik przewagi konkurencyjnej na rynku przedsiębiorstw (2010)Zdolność sieciowa jako czynni…Using case studies for theory testing in business-to-business research: The development of a more rigorous case study methodology (2004)Using case studies for theory…A Paradigm for Developing Better Measures of Marketing Constructs (1979)Measuring and Assessing Organizations. (1981)The Effect of a Market Orientation on Business Profitability (1990)Market Orientation: Antecedents and Consequences (1993)Designing Complex Organizations (1973)The Social Psychology of Organizations. (1979)Knowledge Flows and the Structure of Control Within Multinational Corporations (1991)Demography and Design: Predictors of New Product Team Performance (1992)The Management of Innovation (1994)Coordinating Expertise in Software Development Teams (2000)Power-Dependence Relations (1962)The social psychology of organizing (1969)The Bases of Social Power (1986)NETWORK CENTRALITY, POWER, AND INNOVATION INVOLVEMENT: DETERMINANTS OF TECHNICAL AND ADMINISTRATIVE ROLES. (1993)POTENTIAL POWER AND POWER USE: AN INVESTIGATION OF STRUCTURE AND BEHAVIOR. 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this work references cited by second hop

References

  • 1987Social Ties and Word-of-Mouth Referral Behavior2,389 cited
  • 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach1,943 cited
  • 1979The Social Psychology of Organizations, (2nd Ed)1,847 cited
  • 1975Marketing as Exchange1,648 cited
  • 1985Case Research in Marketing: Opportunities, Problems, and a Process1,557 cited
  • 1984Being in the Right Place: A Structural Analysis of Individual Influence in an Organization1,548 cited
  • 1977Special Boundary Roles in the Innovation Process1,478 cited
  • 1981Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing1,207 cited
  • 1981Boundary Spanning Individuals: Their Role in Information Transfer and Their Antecedents1,133 cited
  • 1987Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence1,065 cited
  • 1981Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing516 cited
  • 1981The Buying Center: Structure and Interaction Patterns443 cited
  • 1976Organizational Climate and Job Satisfaction in the Salesforce437 cited
  • 1991The Marketing Strategy Continuum: Towards a Marketing Concept for the 1990s404 cited

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1980
Macro Organizational Behavior
362 cited
  • 1979Work Characteristics and Subunit Communication Structure: A Contingency Analysis351 cited
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    • 2010Zdolność sieciowa jako czynnik przewagi konkurencyjnej na rynku przedsiębiorstw45 cited
    • 2004Using case studies for theory testing in business-to-business research: The development of a more rigorous case study methodology10 cited