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A phase-differentiated interaction approach to industrial marketing decisions · Study

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ArticleA phase-differentiated interaction approach to industrial marketing decisions

Klaus Backhaus1976

Article1976

A phase-differentiated interaction approach to industrial marketing decisions

Klaus Backhaus · Bernd Günter

51 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

1964A Behavioral Theory of the Firm 1967Industrial buying and creative marketing 1973A Model of Industrial Buyer Behavior 1973Organizational Buying Behavior 1963Selling as a Dyadic Relationship – A New Approach 1974Industrial market segmentation 1963Retail Strategy and the Classification of Consumer Goods 1965Modeling the Industrial Buying Process

Cited by

1992Strategische Netzwerke und Transaktionskosten 2003Country-of-Origin Effects in Global Industrial Sourcing: Toward an Integrated Framework 1996Project marketing and systems selling — in search of frameworks and insights 1986Developer/adopter relationships in new industrial product situations 1982Industrial buying behavior: A need for an integrative approach 2007Business-to-Business Marketing Textbooks: A Comparative Review 2007

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Year1976

Typearticle

Published1976-10-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations51

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1016/0019-8501(76)90021-3

openalex_workW2005109734

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The Drivers of Customer Satisfaction with Industrial Goods: An International Study

1998The influence of product type on the purchasing structure