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A phase-differentiated interaction approach to industrial marketing decisions
10 references·8 citing·34 second hop
A phase-differentiated interaction approach to industrial marketing decisions (1976)A phase-differentiated interaction approa…Industrial market segmentation (1974)Industrial market segmentationSystems selling as a strategy on industrial markets (1973)Systems selling as a strategy…Organizational Buying Behavior (1973)Organizational Buying BehaviorA Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Industrial buying and creative marketing (1967)Industrial buying and creativ…Modeling the Industrial Buying Process (1965)Modeling the Industrial Buyin…A Behavioral Theory of the Firm (1964)A Behavioral Theory of the Fi…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…Retail Strategy and the Classification of Consumer Goods (1963)Retail Strategy and the Class…Principles of merchandising (1924)Principles of merchandisingThe Drivers of Customer Satisfaction with Industrial Goods: An International Study (2007)The Drivers of Customer Satis…Business-to-Business Marketing Textbooks: A Comparative Review (2007)Business-to-Business Marketin…Country-of-Origin Effects in Global Industrial Sourcing: Toward an Integrated Framework (2003)Country-of-Origin Effects in …The influence of product type on the purchasing structure (1998)The influence of product type…Project marketing and systems selling — in search of frameworks and insights (1996)Project marketing and systems…Strategische Netzwerke und Transaktionskosten (1992)Strategische Netzwerke und Tr…Developer/adopter relationships in new industrial product situations (1986)Developer/adopter relationshi…Industrial buying behavior: A need for an integrative approach (1982)Industrial buying behavior: A…Barriers to New Competition (1956)Barriers to New Competition (1957)International Investment and International Trade in the Product Cycle (1966)The Markets-As-Networks Tradition in Sweden (1994)Co-development as a marketing strategy in the construction industry (2006)Development and implementation of customer solutions: A study of process dynamics and market shaping (2013)A Behavioral Theory of the Firm (1963)Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. (1964)Experimental Study of Industrial Buyer Behavior (1971)The theory and practice of business networking (2013)From transactions to journeys and beyond: The evolution of B2B buying process modeling (2019)Marketing: a critical realist approach (2002)The role of emotions in online consumer behavior: a comparison of search, experience, and credence services (2012)Multimodal Metaphor and Metonymy in Advertising: A Corpus-Based Account (2016)Communication Style in the Salesperson-Customer Dyad (1985)A Dyadic Study of Interpersonal Information Search (1998)Influence Tactics for Effective Adaptive Selling (2006)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Market segmentation (1987)The Impact of Internet Use on Business-to-Business Marketing (2000)Conceptualizing and communicating value in business markets: From value in exchange to value in use (2018)Vendor selection criteria and methods (1991)Organizational innovation adoption: a multi-level framework of determinants and opportunities for future research (2002)Understanding Customer Experience Throughout the Customer Journey (2016)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)The Contingency Approach: Its Foundations and Relevance to Theory Building and Research in Marketing (1988)A history of schools of marketing thought (2005)Social Commerce: A Contingency Framework for Assessing Marketing Potential (2013)Disrupted Routines: Team Learning and New Technology Implementation in Hospitals (2001)Upper Echelons Research Revisited: Antecedents, Elements, and Consequences of Top Management Team Composition (2004)Temperament and Development (2016)
this work references cited by second hop

References

  • 1964A Behavioral Theory of the Firm7,791 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1973Organizational Buying Behavior640 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 1974Industrial market segmentation255 cited
  • 1963Retail Strategy and the Classification of Consumer Goods171 cited
  • 1965Modeling the Industrial Buying Process130 cited
  • 1924Principles of merchandising128 cited
  • 1973Systems selling as a strategy on industrial markets114 cited

Cited by

  • 1992Strategische Netzwerke und Transaktionskosten50 cited
  • 1996Project marketing and systems selling — in search of frameworks and insights44 cited
  • 2003Country-of-Origin Effects in Global Industrial Sourcing: Toward an Integrated Framework44 cited
  • 1986Developer/adopter relationships in new industrial product situations41 cited
  • 1982Industrial buying behavior: A need for an integrative approach35 cited
  • 2007Business-to-Business Marketing Textbooks: A Comparative Review

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28 cited
  • 2007The Drivers of Customer Satisfaction with Industrial Goods: An International Study27 cited
  • 1998The influence of product type on the purchasing structure20 cited