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ArticleMeasuring multiple buying influences

Ajay K. Kohli1988

Article1988

Measuring multiple buying influences

Ajay K. Kohli · Gerald Zaltman

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

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

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References

1979A Paradigm for Developing Better Measures of Marketing Constructs 1977Estimating Nonresponse Bias in Mail Surveys 1955Construct validity in psychological tests.1962Power-Dependence Relations 1986The Bases of Social Power 2007The concept of power 1966Handbook of Organizations.1984The Theory of Power and Conflict in Channels of Distribution

Cited by

2006Influence Tactics for Effective Adaptive Selling 2010Emotional Intelligence in Marketing Exchanges 2001Four Subtle Sins in Scale Development: Some Suggestions for Strengthening the Current Paradigm 2011Emotional Intelligence in Marketing Exchanges 2011The origins of power in buyer–seller relationships 2021Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory 2007

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Year1988

Typearticle

Published1988-08-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations79

Files0 public / 0

ShelfConsumer Behavior and Marketing Influence

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doi10.1016/0019-8501(88)90003-x

openalex_workW2015993783

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Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance

2006A study of relationship effectiveness between marketing and sales managers in business markets