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How organizational buyers reduce risk · Study

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ArticleHow organizational buyers reduce risk

Tony L. Henthorne1993

Article1993

How organizational buyers reduce risk

Tony L. Henthorne · Michael S. LaTour · Alvin J. Williams

62 citations·0/0 files stored·Industrial Marketing Management

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Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence Quality and Supply Management

Abstract

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Citations in this library

Stored only when both papers are in the corpus — 62 citations exist upstream.

References

1966Generalized expectancies for internal versus external control of reinforcement.1967Role of Product-Related Conversations in the Diffusion of a New Product 1976Locus of control: Current trends in theory and research 1971Consumer Rankings of Risk Reduction Methods 1975Informational and Normative Social Influence in Buyer Behavior 1982Top Executive Locus of Control and Its Relationship to Strategy-Making, Structure, and Environment 1971Choice shifts in group discussion: An introductory review.1984An Empirical Investigation of the Information Sources used during the Industrial Buying Process

Cited by

1996Buyer perceptions of the purchase process and its effect on customer satisfaction 2007Buyer-seller interaction patterns during ongoing service exchange 1996The effects of organizational restructuring on industrial buying behavior: 1990 and beyond 2013Context effects in the evaluation of business-to-business brand alliances 2006Industrial buyers' risk aversion and channel selection 1998Users’ role in the purchase: their influence, satisfaction and desire to participate in the next purchase 2014The Dark Side of Providing Industrial Product-service Systems – Perceived Risk as a key Challenge from a Customer-centric Point of View 1995When the purchasing agent is a committee: Implications for industrial marketing

Details

Year1993

Typearticle

Published1993-02-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations62

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

Identifiers

doi10.1016/0019-8501(93)90019-4

openalex_workW2012385362

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