The Nature of Organizational Search in High Technology Markets

Allen M. Weiss · Jan B. Heide

341 citations0/0 files storedJournal of Marketing Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Competitive and Knowledge Intelligence Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

Previous research on buyer behavior in high technology markets has focused on specific outcomes (product adoption or rejection) as opposed to buyers’ underlying processes. The authors identify key dimensions of high technology markets and draw on organization theory and information economics to develop hypotheses about their effects on organizational buyers’ search behavior. They also present propositions about how certain aspects of a firm's present buying situation may influence its perceptions of the characteristics of a given market. An empirical test of the propositions in a sample of computer workstation purchases shows good support for the hypothesized relationships.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 341 citations exist upstream.

References

1988Structural equation modeling in practice: A review and recommended two-step approach.1990Absorptive Capacity: A New Perspective on Learning and Innovation 1988On the Evaluation of Structural Equation Models 1990Comparative fit indexes in structural models.1980Significance tests and goodness of fit in the analysis of covariance structures.1987The Economic Institutions of Capitalism 1977Estimating Nonresponse Bias in Mail Surveys 1977Handbook of Industrial and Organizational Psychology.

Cited by

2004Export performance as an antecedent of export commitment and marketing strategy adaptation 2006The Relationship of Learning and Memory With Organizational Performance: The Moderating Role of Turbulence 1993Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information 2003First in, First out? The Effects of Network Externalities on Pioneer Survival 2021High-performance human resource management practices and readiness for change: An integrative model including affective commitment, employees’ performance, and the moderating role of hierarchy culture

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.