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Impact of organizational and buyer characteristics on the buying center · Study

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ArticleImpact of organizational and buyer characteristics on the buying center

Lowell E. Crow1985

Article1985

Impact of organizational and buyer characteristics on the buying center

Lowell E. Crow · Jay D. Lindquist

60 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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2008Industrial Marketing Management 1955An Introduction to the Theory and Measurement of Influence

Cited by

1994Using Industrial Key Informants: Some Guidelines 2011Customer solutions in the capital goods industry: Examining the impact of the buying center 1987Identifying buying influences for a professional service: Implications for marketing efforts 2004Determinants of influence and participation in the buying center. An analysis of Spanish industrial companies 2002Assessing the influence of retail buyer variables on the buying decision‐making process 2022The buying center concept as a milestone in industrial marketing: Review and research agenda 1992Factors affecting the structure of buying centers for the purchase of professional business advisory services 1996Influences on organizational buying choice processes: future research directions

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Year1985

Typearticle

Published1985-02-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations60

Files0 public / 0

ShelfConsumer Behavior and Marketing Influence

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doi10.1016/0019-8501(85)90031-8

openalex_workW2023653233

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