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When the purchasing agent is a committee: Implications for industrial marketing
16 references·1 citing·41 second hop
When the purchasing agent is a committee: Implications for industrial marketing (1995)When the purchasing agent is a committee:…Taxonomy of Buying Decision Approaches (1993)Taxonomy of Buying Decision A…Taxonomy of Buying Decision Approaches (1993)Taxonomy of Buying Decision A…Developments in Marketing Science (1992)Developments in Marketing Sci…Interdepartmental Conflict in Organizational Buying: The Impact of the Organizational Context (1991)Interdepartmental Conflict in…Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior (1989)Novelty, Complexity, and Impo…Determinants of Influence in Organizational Buying: A Contingency Approach (1989)Determinants of Influence in …Industrial buying in high-tech markets (1986)Industrial buying in high-tec…A Reward/Measurement Model of Organizational Buying Behavior (1985)A Reward/Measurement Model of…An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry (1984)An Exploratory Investigation …Measuring Influence in Organizational Purchase Decisions (1982)Measuring Influence in Organi…Review of marketing (1978)Review of marketingIndustrial marketing management (1978)Industrial marketing manageme…Industrial buying behavior (1977)Industrial buying behaviorOrganizational Buying Behavior (1973)Organizational Buying BehaviorA Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Industrial buying and creative marketing (1967)Industrial buying and creativ…Information search in complex industrial buying: Empirical evidence from Brazil (2010)Information search in complex…Handbook of Industrial and Organizational Psychology. (1977)The Social Psychology of Organizations. (1979)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Antecedents of intergroup conflict in multifunctional product development teams: a conceptual model (1994)Innovation Strategy and Sanctioned Conflict: A New Edge in Innovation? (1998)Conflict and creativity in inter-organizational teams (2017)A Behavioral Theory of the Firm (1963)Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. (1964)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets (1995)Modeling the Determinants of Customer Satisfaction for Business-to-Business Professional Services (1996)When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias in Mail Surveys (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Marketing's Influence within the Firm (1999)Switching costs, alternative attractiveness and experience as moderators of relationship commitment in professional, consumer services (2000)Coefficient Alpha and the Internal Structure of Tests (1951)Competitive Advantage: Creating and Sustaining Superior Performance (1985)A Configurational Perspective on Key Account Management (2002)An analysis of supply risk assessment techniques (2004)A theory of human motivation. (1943)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Conflict in lntraorganizational Relationships (1996)How critical is internal customer orientation to market orientation? (2001)The effect of market orientation on buyer–seller relationship satisfaction (2003)Advances in Consumer Research (2025)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)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)Evaluating the Potential of Interactive Media through a New Lens: Search versus Experience Goods (1998)Tourist satisfaction a cognitive-affective model (2008)Partial Least Squares: The Better Approach to Structural Equation Modeling? (2012)From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing (1994)A comprehensive framework for service quality: an investigation of critical conceptual and measurement issues through a longitudinal study (2000)Psychological Implications of Customer Participation in Co-Production (2003)
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References

  • 1967Industrial buying and creative marketing994 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1973Organizational Buying Behavior640 cited
  • 1992Developments in Marketing Science584 cited
  • 1989Determinants of Influence in Organizational Buying: A Contingency Approach356 cited
  • 1993Taxonomy of Buying Decision Approaches307 cited
  • 1989Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior302 cited
  • 1978Review of marketing285 cited
  • 1991Interdepartmental Conflict in Organizational Buying: The Impact of the Organizational Context240 cited
  • 1985A Reward/Measurement Model of Organizational Buying Behavior227 cited
  • 1982Measuring Influence in Organizational Purchase Decisions199 cited
  • 1984An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry171 cited
  • 1977Industrial buying behavior156 cited
  • 1993Taxonomy of Buying Decision Approaches154 cited
  • 1986Industrial buying in high-tech markets135 cited
  • 1978Industrial marketing management

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106 cited

Cited by

  • 2010Information search in complex industrial buying: Empirical evidence from Brazil40 cited