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How to determine the composition and influence of a buying center

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References

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Cited by

2022The buying center concept as a milestone in industrial marketing: Review and research agenda43 cited
1992Factors affecting the structure of buying centers for the purchase of professional business advisory services42 cited
2008

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A Theory of Affective Self-Affinity: Definitions and Application to a Company and its Business

35 cited

1997A Conceptual Model of the Corporate Decision-Making Process of Sport Sponsorship Acquisition34 cited

1995Environmental turbulence and organizational buying: The case of health benefits in South Africa31 cited

2001The influence of enterprise type on the purchasing decision process30 cited

2000Industrielles Kaufverhalten28 cited

1999Stakeholders in a hybrid market: the example of air business passenger travel23 cited

1998An exploratory examination of environmentally responsible straight rebuy purchases in large Australian organizations22 cited

2007Triggering Mechanisms in Make‐or‐Buy Decisions: An Empirical Analysis22 cited

1998The influence of product type on the purchasing structure20 cited

1994An Empirical Investigation of Institutional and Industrial Purchasing Structure17 cited

1994An investigation into the structure of the purchasing function of state-controlled enterprises17 cited

2019Why are industrial firms high or low brand sensitive? An empirical investigation15 cited

1997A quest for the “industrial maven”15 cited