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Industrial buyers' risk aversion and channel selection
16 references·1 citing·45 second hop
Industrial buyers' risk aversion and channel selection (2006)Industrial buyers' risk aversion and chan…Purchasing and Supply Management: Trends and Changes Throughout the 1990s (1998)Purchasing and Supply Managem…Business Marketing: Connecting Strategy, Relationships, and Learning (1998)Business Marketing: Connectin…Rethinking distribution. Adaptive channels. (1996)Rethinking distribution. Adap…Organizational buying behavior: Toward an integrative framework (1996)Organizational buying behavio…Organizational Risk Perception and Reduction: A Literature Review (1995)Organizational Risk Perceptio…How organizational buyers reduce risk (1993)How organizational buyers red…The risk construct. (1992)The risk construct.Risk-taking behavior (1992)Risk-taking behaviorOrganizational Climate and Decision Framing: An Integrated Approach to Analyzing Industrial Buying Decisions (1989)Organizational Climate and De…Organizational Climate and Decision Framing An Integrated Approach to Analyzing Industrial Buying Decisions (1989)Organizational Climate and De…A decision-support system for evaluating sales prospects and launch strategies for new products (1986)A decision-support system for…Risk Handling Strategies in Industrial Vendor Selection Decisions (1985)Risk Handling Strategies in I…A Reward/Measurement Model of Organizational Buying Behavior (1985)A Reward/Measurement Model of…Designing Research for Application (1981)Designing Research for Applic…Environmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979)Environmental Uncertainty and…Experimental Study of Industrial Buyer Behavior (1971)Experimental Study of Industr…Big data and connectivity in long-linked supply chains (2018)Big data and connectivity in …Statistical principles in experimental design. 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References

  • 1981Designing Research for Application1,805 cited
  • 1998Purchasing and Supply Management: Trends and Changes Throughout the 1990s519 cited
  • 1992Risk-taking behavior411 cited
  • 1996Organizational buying behavior: Toward an integrative framework374 cited
  • 1995Organizational Risk Perception and Reduction: A Literature Review328 cited
  • 1992The risk construct.327 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1985A Reward/Measurement Model of Organizational Buying Behavior227 cited
  • 1996Rethinking distribution. Adaptive channels.217 cited
  • 1989Organizational Climate and Decision Framing An Integrated Approach to Analyzing Industrial Buying Decisions196 cited
  • 1998Business Marketing: Connecting Strategy, Relationships, and Learning191 cited
  • 1985Risk Handling Strategies in Industrial Vendor Selection Decisions183 cited
  • 1971Experimental Study of Industrial Buyer Behavior134 cited
  • 1989Organizational Climate and Decision Framing: An Integrated Approach to Analyzing Industrial Buying Decisions89 cited
  • 1986A decision-support system for evaluating sales prospects and launch strategies for new products

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63 cited
  • 1993How organizational buyers reduce risk62 cited
  • Cited by

    • 2018Big data and connectivity in long-linked supply chains33 cited