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Organisational Decision Making and Industrial Marketing
16 references·2 citing·34 second hop
Organisational Decision Making and Industrial Marketing (1985)Organisational Decision Making and Indust…The Practice of Management (2012)The Practice of ManagementStrategy and structure (1999)Strategy and structureStrategy and Structure: (1986)Strategy and 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…Assessing Response to Industrial Marketing Strategy (1978)Assessing Response to Industr…An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad (1976)An Experimental Analysis of a…Difference in Attribute Importance for Different Industrial Products (1974)Difference in Attribute Impor…A Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Human Problem Solving (1972)Human Problem SolvingFive Dimensions of the Industrial Adoption Process (1971)Five Dimensions of the Indust…Industrial buying and creative marketing (1967)Industrial buying and creativ…Behavioral Models for Analyzing Buyers (1965)Behavioral Models for Analyzi…A Behavioural Theory of the Firm (1965)A Behavioural Theory of the F…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…The Science of "Muddling Through" (1959)The Science of "Muddling Thro…SME buying behaviour: Literature review and an application agenda (2013)SME buying behaviour: Literat…The influence of product type on the purchasing structure (1998)The influence of product type…Management. Tasks, Responsibilities, Practices. (1975)Underinvestment and Incompetence as Responses to Radical Innovation: Evidence from the Photolithographic Alignment Equipment Industry (1993)Electronic Mail as the Medium of Managerial Choice (1994)Innovation: A Guide to the Literature (2009)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)The internationalization process of Born Globals: a network view (2003)Strategy as Practice: Recursiveness, Adaptation, and Practices-in-Use (2004)Experiential Knowledge and Cost in the Internationalization Process (2015)Vendor selection criteria and methods (1991)Organizational innovation adoption: a multi-level framework of determinants and opportunities for future research (2002)Understanding Customer Experience Throughout the Customer Journey (2016)The social psychology of creativity: A componential conceptualization. (1983)A review and reformulation of social information-processing mechanisms in children's social adjustment. (1994)TARGET ARTICLE: Hope Theory: Rainbows in the Mind (2002)The Capabilities of Market-Driven Organizations (1994)Corporate Social Responsibility (1999)The Business Case for Corporate Social Responsibility: A Review of Concepts, Research and Practice (2010)A prototype expert system for the evaluation and selection of potential suppliers (1996)Linking Customer Management Effort to Customer Profitability in Business Markets (2004)A hybrid approach to supplier selection for the maintenance of a competitive supply chain (2007)Planning in the Face of Power (1982)Green Cities, Growing Cities, Just Cities?: Urban Planning and the Contradictions of Sustainable Development (1996)Big Questions in Public Network Management Research (2001)Technical change, competition and vertical integration (1986)Strategy or Structure? Capital, Labour and Control (1987)The functions and dysfunctions of hierarchy (2010)
this work references cited by second hop

References

  • 1959The Science of "Muddling Through"8,490 cited
  • 1972Human Problem Solving6,221 cited
  • 2012The Practice of Management3,745 cited
  • 1986Strategy and Structure:3,497 cited
  • 1965A Behavioural Theory of the Firm1,360 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1999Strategy and structure464 cited
  • 1974Difference in Attribute Importance for Different Industrial Products355 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
  • 1978Assessing Response to Industrial Marketing Strategy167 cited
  • 1971Five Dimensions of the Industrial Adoption Process149 cited
  • 1965Behavioral Models for Analyzing Buyers134 cited

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Cited by

  • 1998The influence of product type on the purchasing structure20 cited
  • 2013SME buying behaviour: Literature review and an application agenda15 cited