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The industrial purchase decision for professional services

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Cited by

2006Switching barriers in business‐to‐business services: a qualitative study187 cited

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1988Marketing Negotiations in France, Germany, the United Kingdom, and the United States170 cited

1994Word-of-Mouth Effects in Professional Services Buyer Behaviour161 cited

1995An empirical investigation of the differences in goods and services as perceived by organizational buyers117 cited

1992Criteria used to select management consultants110 cited

1997Asymmetry of information and the service relationship: selection and evaluation of the service provider106 cited

1994Using Industrial Key Informants: Some Guidelines105 cited

2002Purchasing Professionals' Perceived Differences between Purchasing Materials and Purchasing Services97 cited

2018Purchasing managers' willingness to pay for attributes that constitute sustainability92 cited

2000What is a professional service? A conceptual review and bi‐national investigation90 cited

1998The selection of management consultants79 cited

2010Ties that blind? How strong ties affect small business owner-managers’ perceived trustworthiness of their advisors72 cited

1994Organizational Purchasing of Professional Services70 cited

2016How does word of mouth affect customer satisfaction?67 cited

2004Buyer‐seller relationships and information sources in an e‐commerce world62 cited

1995The influence of product complexity on the purchasing structure61 cited