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Segmenting Industrial Markets by Buyer Sophistication
12 references·5 citing·41 second hop
Segmenting Industrial Markets by Buyer Sophistication (1983)Segmenting Industrial Markets by Buyer So…Public opinion quarterly (1983)Public opinion quarterlyMarket Segmentation with Multivariate Aid (1981)Market Segmentation with Mult…Organizational Psychographics and Innovativeness (1980)Organizational Psychographics…Innovativeness, Novelty Seeking, and Consumer Creativity (1980)Innovativeness, Novelty Seeki…Procurement Management: Strategy, Organization, and Decision-Making (1978)Procurement Management: Strat…Management Science in Industrial Marketing (1978)Management Science in Industr…Issues and Advances in Segmentation Research (1978)Issues and Advances in Segmen…Assessing Response to Industrial Marketing Strategy (1978)Assessing Response to Industr…The personal selling process: A critical review and model (1976)The personal selling process:…Industrial market segmentation (1974)Industrial market segmentationA Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Industrial buying and creative marketing (1967)Industrial buying and creativ…Green Innovation and Export Performance in Emerging Market Firms: A Legitimacy-based View (2024)Green Innovation and Export P…Understanding consumer sophistication and the moderating role of culture in the tourism context (2021)Understanding consumer sophis…A dynamic approach to assess international competitiveness of Vietnam’s garment and textile industry (2016)A dynamic approach to assess …B2B relationship calculus: quantifying resource effects in service-dominant logic (2015)B2B relationship calculus: qu…The role of procurement in the management of supplier relationships (2012)The role of procurement in th…Organizational Buying Behavior (1973)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)Conflict, arousal, and curiosity. (1960)The Market Maven: A Diffuser of Marketplace Information (1987)A Cross-National Investigation into the Individual and National Cultural Antecedents of Consumer Innovativeness (1999)Consumer innovativeness (2002)Intellectual Evolution from Adolescence to Adulthood (2009)Diffusion of Innovations 1 (2019)Measuring advertising effectiveness. (1963)Outranking methods in support of supplier selection (1998)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)The effect of market orientation on buyer–seller relationship satisfaction (2003)Models and Managers: The Concept of a Decision Calculus (2004)Product Differentiation and Market Segmentation as Alternative Marketing Strategies (1956)An Information Processing Theory of Consumer Choice (1979)A Means-End Chain Model Based on Consumer Categorization Processes (1982)A Means-End Chain Model Based on Consumer Categorization Processes (1982)Understanding Heterogeneous Preferences in Random Utility Models: A Latent Class Approach (2002)Advances in Consumer Research (2025)Medical Innovation: A Diffusion Study. (1967)The Theory of Buyer Behavior (1971)“Globalization” (2000)The construct “lifestyle” in market segmentation (2002)The Adoption of Innovations by Provider Organizations in Health Care (2007)Innovations and organizations (2020)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)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)Corporate diversity and economic performance: The impact of market specialization (1988)On the importance of complaint handling design: a multi-level analysis of the impact in specific complaint situations (2009)Mass communication and public understanding of environmental problems: the case of global warming (2000)Radio's Impact on Public Spending (2004)Exploring Consumer Motivations for Creating User-Generated Content (2008)Purchasing Agents' Use of Negotiation Strategies (1991)The Moderating Effects of Insupplier/Outsupplier Status on Organizational Buyer Attitudes (1995)The Problem of Search and Deliberation in Economic Action: When Social Networks Really Matter (2000)
this work references cited by second hop

References

  • 1980Innovativeness, Novelty Seeking, and Consumer Creativity1,715 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1978Issues and Advances in Segmentation Research921 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1983Public opinion quarterly546 cited
  • 1974Industrial market segmentation255 cited
  • 1978Assessing Response to Industrial Marketing Strategy167 cited
  • 1978Management Science in Industrial Marketing114 cited
  • 1980Organizational Psychographics and Innovativeness98 cited
  • 1978Procurement Management: Strategy, Organization, and Decision-Making80 cited
  • 1976The personal selling process: A critical review and model68 cited
  • 1981Market Segmentation with Multivariate Aid34 cited

Cited by

  • 2015B2B relationship calculus: quantifying resource effects in service-dominant logic53 cited
  • 2024Green Innovation and Export Performance in Emerging Market Firms: A Legitimacy-based View37 cited
  • 2016A dynamic approach to assess international competitiveness of Vietnam’s garment and textile industry30 cited

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2021
Understanding consumer sophistication and the moderating role of culture in the tourism context
15 cited
  • 2012The role of procurement in the management of supplier relationships14 cited