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The Industrial Purchasing Decision as a Political Process
8 references·16 citing·41 second hop
The Industrial Purchasing Decision as a Political Process (1975)The Industrial Purchasing Decision as a P…Behavioural Theory of the Firm (2017)Behavioural Theory of the FirmThe Politics of Organisational Decision-making. (1975)The Politics of Organisationa…Informal Communication in Industrial Markets (1970)Informal Communication in Ind…Inside Bureaucracy (1967)Inside BureaucracyModeling the Industrial Buying Process (1965)Modeling the Industrial Buyin…Tactics of Lateral Relationship: The Purchasing Agent (1962)Tactics of Lateral Relationsh…The Science of "Muddling Through" (1959)The Science of "Muddling Thro…Models of Man. (1957)Models of Man.The organizational implications of implementing key account management: A case-based examination (2015)The organizational implicatio…The general theory of behavioral pricing: Applying complexity theory to explicate heterogeneity and achieve high-predictive validity (2015)The general theory of behavio…Middle‐range theory construction of the dynamics of organizational marketing‐buying behavior (2003)Middle‐range theory construct…Gatekeeping in organizational purchasing: an empirical investigation (2003)Gatekeeping in organizational…Commitment in business-to-business relationships (2002)Commitment in business-to-bus…Industrielles Kaufverhalten (2000)Industrielles KaufverhaltenPurchase-Related Factors and Buying Center Structure (1999)Purchase-Related Factors and …Exploring Departmental Level Interaction Patterns in Organizational Purchasing Decisions (1998)Exploring Departmental Level …Using metaphors in new brand design (1997)Using metaphors in new brand …Market segmentation practices of industrial marketers (1993)Market segmentation practices…L'évolution de la modélisation du comportement d'achat industriel : Panorama des nouveaux courants de recherche (1992)L'évolution de la modélisatio…Where Advertising Decisions Are Really Made (1988)Where Advertising Decisions A…Conceptual and Methodological Issues in Buying Centre Research (1986)Conceptual and Methodological…Research strategies in analyzing the organizational buying process (1985)Research strategies in analyz…Observations of centralized corporate procurement (1981)Observations of centralized c…Organizations buying in new task and rebuy situations (1979)Organizations buying in new t…Principles of Marketing (1972)Issues and Advances in Segmentation Research (1978)Market Segmentation, Product Differentiation, and Marketing Strategy (1987)Advances in Segmentation Modeling for Health Communication and Social Marketing Campaigns (1996)Balancing Theory and Practice (1998)The quantitative strategic planning matrix: a new marketing tool (2016)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Comparative fit indexes in structural models. 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References

  • 1959The Science of "Muddling Through"8,490 cited
  • 1967Inside Bureaucracy2,114 cited
  • 1957Models of Man.1,328 cited
  • 2017Behavioural Theory of the Firm228 cited
  • 1975The Politics of Organisational Decision-making.219 cited
  • 1962Tactics of Lateral Relationship: The Purchasing Agent184 cited
  • 1965Modeling the Industrial Buying Process130 cited
  • 1970Informal Communication in Industrial Markets100 cited

Cited by

  • 2002Commitment in business-to-business relationships92 cited
  • 1993Market segmentation practices of industrial marketers82 cited
  • 1979Organizations buying in new task and rebuy situations80 cited
  • 1999Purchase-Related Factors and Buying Center Structure72 cited
  • 2015The organizational implications of implementing key account management: A case-based examination63 cited
  • 1981Observations of centralized corporate procurement46 cited
  • 1986Conceptual and Methodological Issues in Buying Centre Research42 cited
  • 2003Middle‐range theory construction of the dynamics of organizational marketing‐buying behavior

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41 cited
  • 2015The general theory of behavioral pricing: Applying complexity theory to explicate heterogeneity and achieve high-predictive validity40 cited
  • 1997Using metaphors in new brand design37 cited
  • 1988Where Advertising Decisions Are Really Made31 cited
  • 1992L'évolution de la modélisation du comportement d'achat industriel : Panorama des nouveaux courants de recherche30 cited
  • 2000Industrielles Kaufverhalten28 cited
  • 1998Exploring Departmental Level Interaction Patterns in Organizational Purchasing Decisions26 cited
  • 2003Gatekeeping in organizational purchasing: an empirical investigation25 cited
  • 1985Research strategies in analyzing the organizational buying process24 cited