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When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity
16 references·16 citing·45 second hopsampled
When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity (2011)When do B2B brands influence the decision…The Internet Shopper (1999)The Internet ShopperCutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Cutoff criteria for fit index…Consumer perceived risk: conceptualisations and models (1999)Consumer perceived risk: conc…Buyer-Seller Relationships in Business Markets (1999)Buyer-Seller Relationships in…Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes (1995)Organizational Market Informa…A Model of Perceived Risk and Intended Risk-Handling Activity (1994)A Model of Perceived Risk and…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment (1988)An Updated Paradigm for Scale…Making Management Decisions: the Role of Intuition and Emotion (1987)Making Management Decisions: …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Information Processing as an Integrating Concept in Organizational Design (1978)Information Processing as an …Breaking Free from Product Marketing (1977)Breaking Free from Product Ma…Task complexity and contingent processing in decision making: An information search and protocol analysis (1976)Task complexity and contingen…Organization Design: An Information Processing View (1974)Organization Design: An Infor…A General Model for Understanding Organizational Buying Behavior (1972)A General Model for Understan…Industrial buying and creative marketing (1967)Industrial buying and creativ…The effects of green brand equity on green word of mouth: the mediating roles of three green factors (2021)The effects of green brand eq…Can buzzing bring business? Social interactions, network centrality and sales performance: An empirical study on business-to-business communities (2020)Can buzzing bring business? S…Use of celebrity and non-celebrity persons in B2B advertisements: Effects on attention, recall, and hedonic and utilitarian attitudes (2019)Use of celebrity and non-cele…The importance of information service offerings of collaborative CRMs on decision-making in B2B marketing (2019)The importance of information…How social media usage influences B2B customer loyalty: roles of trust and purchase risk (2019)How social media usage influe…B2B purchase engagement: Examining the key drivers and outcomes in professional services (2019)B2B purchase engagement: Exam…How brand-oriented strategy affects the financial performance of B2B SMEs (2018)How brand-oriented strategy a…Ambidextrous marketing capabilities and performance: How and when entrepreneurial orientation makes a difference (2018)Ambidextrous marketing capabi…The Internet of Things – Chance and challenge in industrial business relationships (2017)The Internet of Things – Chan…Strategic management of product and brand extensions: Extending corporate brands in B2B vs. B2C markets (2017)Strategic management of produ…Drivers and outcomes of relationship quality with professional service firms: An SME owner-manager perspective (2017)Drivers and outcomes of relat…What messages to post? Evaluating the popularity of social media communications in business versus consumer markets (2016)What messages to post? Evalua…Advertising to businesses: Does creativity matter? (2015)Advertising to businesses: Do…Advancing theory and knowledge in the business-to-business branding literature (2015)Advancing theory and knowledg…Spreading the word through likes on Facebook (2013)Spreading the word through li…What factors influence buying center brand sensitivity? (2011)What factors influence buying…Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. (1964)Organization and environment (1967)Enhancing the Effectiveness of Work Groups and Teams (2006)The Concept of Information Overload - A Review of Literature from Organization Science, Accounting, Marketing, MIS, and Related Disciplines (2004) (2008)Comparative fit indexes in structural models. 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(1984)Prospect theory: An analysis of decision under risk (1988)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Predicting e-services adoption: a perceived risk facets perspective (2003)Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model (2004)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Servicescapes: The Impact of Physical Surroundings on Customers and Employees (1992)Evolving to a New Dominant Logic for Marketing (2003)On the Evaluation of Structural Equation Models (1988)When to use and how to report the results of PLS-SEM (2018)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1999Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives108,592 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment6,290 cited
  • 1978Information Processing as an Integrating Concept in Organizational Design2,572 cited
  • 1974Organization Design: An Information Processing View2,447 cited
  • 1977Breaking Free from Product Marketing2,056 cited
  • 1994A Model of Perceived Risk and Intended Risk-Handling Activity2,037 cited
  • 1976Task complexity and contingent processing in decision making: An information search and protocol analysis1,965 cited
  • 1999Buyer-Seller Relationships in Business Markets1,752 cited
  • 1999Consumer perceived risk: conceptualisations and models1,582 cited
  • 1987Making Management Decisions: the Role of Intuition and Emotion1,188 cited
  • 1995Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes1,021 cited
  • 1967Industrial buying and creative marketing994 cited

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1999
The Internet Shopper
964 cited
  • 1972A General Model for Understanding Organizational Buying Behavior914 cited
  • Cited by

    • 2016What messages to post? Evaluating the popularity of social media communications in business versus consumer markets345 cited
    • 2013Spreading the word through likes on Facebook227 cited
    • 2019How social media usage influences B2B customer loyalty: roles of trust and purchase risk147 cited
    • 2015Advancing theory and knowledge in the business-to-business branding literature126 cited
    • 2011What factors influence buying center brand sensitivity?110 cited
    • 2015Advertising to businesses: Does creativity matter?101 cited
    • 2018Ambidextrous marketing capabilities and performance: How and when entrepreneurial orientation makes a difference100 cited
    • 2017Drivers and outcomes of relationship quality with professional service firms: An SME owner-manager perspective91 cited
    • 2018How brand-oriented strategy affects the financial performance of B2B SMEs88 cited
    • 2019B2B purchase engagement: Examining the key drivers and outcomes in professional services77 cited
    • 2019The importance of information service offerings of collaborative CRMs on decision-making in B2B marketing70 cited
    • 2020Can buzzing bring business? Social interactions, network centrality and sales performance: An empirical study on business-to-business communities68 cited
    • 2017The Internet of Things – Chance and challenge in industrial business relationships66 cited
    • 2021The effects of green brand equity on green word of mouth: the mediating roles of three green factors62 cited
    • 2019Use of celebrity and non-celebrity persons in B2B advertisements: Effects on attention, recall, and hedonic and utilitarian attitudes57 cited
    • 2017Strategic management of product and brand extensions: Extending corporate brands in B2B vs. B2C markets56 cited