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How to determine the composition and influence of a buying center · Study

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ArticleHow to determine the composition and influence of a buying center

Melvin R. Mattson1988

Article1988

How to determine the composition and influence of a buying center

Melvin R. Mattson

51 citations·0/0 files stored·Industrial Marketing Management

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Quality and Supply Management Consumer Behavior and Marketing Influence Multi-Criteria Decision Making

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References

1973Marketing Management: Analysis, Planning and Control 1967Industrial buying and creative marketing 1972A General Model for Understanding Organizational Buying Behavior 1974Difference in Attribute Importance for Different Industrial Products 19791979 educators' conference proceedings 1980Purchasing and materials management 1977Purchasing and Materials Management: Text and Cases 1978The social psychology of industrial buying and selling

Cited by

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 2008A Theory of Affective Self-Affinity: Definitions and Application to a Company and its Business 1997A Conceptual Model of the Corporate Decision-Making Process of Sport Sponsorship Acquisition 1995Environmental turbulence and organizational buying: The case of health benefits in South Africa

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Year1988

Typearticle

Published1988-08-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations51

Files0 public / 0

ShelfQuality and Supply Management

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doi10.1016/0019-8501(88)90004-1

openalex_workW2029647495

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2001

The influence of enterprise type on the purchasing decision process

2000Industrielles Kaufverhalten

1999Stakeholders in a hybrid market: the example of air business passenger travel