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Relationship management: Managing the selling and the buying interface

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References

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1981The Buying Center: Structure and Interaction Patterns443 cited
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1981The Buying Center: Structure and Interaction Patterns210 cited
1984An Empirical Investigation of the Information Sources used during the Industrial Buying Process207 cited
1979Influence and Information: An Exploratory Investigation of the Boundary Role Person's Basis of Power164 cited
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1977Industrial buying behavior156 cited
1980Market planning for new industrial products96 cited

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1986Benefit segmentation in industrial markets75 cited

Cited by

2014The role of social network websites in the consumer–brand relationship224 cited
1994The Dynamics of Long-Term Business-to-Business Exchange Relationships205 cited
2000Managing business‐to‐business relationships throughout the e‐commerce procurement life cycle112 cited
1999Organizing international technological collaboration in subcontractor relationships: an investigation of the knowledge-stickiness problem76 cited
1999Purchase-Related Factors and Buying Center Structure72 cited
2003Supply chain management: new organisational practices for changing procurement realities64 cited
1995A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams61 cited
2011The role of social capital and knowledge transfer in selling center performance60 cited
1992Measuring and managing customer service in industrial firms53 cited
1997National Account Management: Large Account Selling or Buyer-Supplier Alliance?52 cited
2018Personal selling and the purchasing function: where do we go from here?51 cited
1997A meta‐analysis of doctoral dissertations in purchasing45 cited
1995Marrying service providers and their clients: A relationship approach to services management44 cited
1998Managing interdependency: a taxonomy for business‐to‐business relationships44 cited
2022The buying center concept as a milestone in industrial marketing: Review and research agenda43 cited
1999Impact of Job Formalization and Administrative Controls on Attitudes of Industrial Salespersons41 cited