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Patterns of Information Source Use Across Industrial Purchase Situations*
16 references·0 citing·50 second hop
Patterns of Information Source Use Across Industrial Purchase Situations* (1993)Patterns of Information Source Use Across…Voice matters in a dictator game (2007)Voice matters in a dictator g…Handbook of consumer behavior (1991)Handbook of consumer behaviorNovelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior (1989)Novelty, Complexity, and Impo…The Framing of Buying Decisions (1987)The Framing of Buying Decisio…International Market Entry and Expansion Via Independent or Integrated Channels of Distribution (1987)International Market Entry an…Industrial Purchasing: An Empirical Exploration of the Buyclass Framework (1987)Industrial Purchasing: An Emp…A Typology of Individual Search Strategies Among Purchasers of New Automobiles (1984)A Typology of Individual Sear…Threat Rigidity Effects in Organizational Behavior: A Multilevel Analysis (1981)Threat Rigidity Effects in Or…The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Environmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979)Environmental Uncertainty and…Vendor selection and the buying process (1978)Vendor selection and the buyi…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…A Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Industrial buying and creative marketing (1967)Industrial buying and creativ…The Handbook of Social Psychology (1969)Organization Structure and Strategies of Control: A Replication of the Aston Study (1972)Socially Responsible Organizational Buying: Environmental Concern as a Noneconomic Buying Criterion (1994)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)Interaction Process Analysis (2010)An introduction to cybernetics (1956)Richard M. 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References

  • 1981Threat Rigidity Effects in Organizational Behavior: A Multilevel Analysis3,637 cited
  • 1991Handbook of consumer behavior1,033 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1987International Market Entry and Expansion Via Independent or Integrated Channels of Distribution847 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1981The Buying Center: Structure and Interaction Patterns443 cited
  • 1987Industrial Purchasing: An Empirical Exploration of the Buyclass Framework429 cited
  • 1984A Typology of Individual Search Strategies Among Purchasers of New Automobiles353 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 2007Voice matters in a dictator game326 cited
  • 1987The Framing of Buying Decisions311 cited
  • 1989Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior302 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1981The Buying Center: Structure and Interaction Patterns210 cited

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  • 1978Vendor selection and the buying process209 cited
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