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Segmenting buyers in different types of organizations
12 references·4 citing·40 second hop
Segmenting buyers in different types of organizations (1981)Segmenting buyers in different types of o…Scanning the business environment (2015)Scanning the business environ…Scanning the business environment (2008)Scanning the business environ…Assessing Response to Industrial Marketing Strategy (1978)Assessing Response to Industr…Exploring Environmental Influences in Organizational Buying (1976)Exploring Environmental Influ…Exploring Environmental Influences in Organizational Buying (1976)Exploring Environmental Influ…Autonomous vs. joint decisions in organizational buying (1975)Autonomous vs. joint decision…Industrial market segmentation (1974)Industrial market segmentationAn Exploratory Assessment of Situational Effects in Buyer Behavior (1974)An Exploratory Assessment of …A Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Intermarket Patronage: A Psychographic Study of Consumer Outshoppers (1972)Intermarket Patronage: A Psyc…Five Dimensions of the Industrial Adoption Process (1971)Five Dimensions of the Indust…Experimental Study of Industrial Buyer Behavior (1971)Experimental Study of Industr…La qualité perçue comme déterminant de la satisfaction des clients en business-to-business . Une étude empirique dans le domaine de la téléphonie (2004)La qualité perçue comme déter…The Specification of Aggregate Market Models (1987)The Specification of Aggregat…La segmentation en marketing industriel (1987)La segmentation en marketing …Segmenting a business market for a professional service (1986)Segmenting a business market …A Behavioral Theory of the Firm (1964)Book Reviews: Kerlinger, Fred N. Foundations of Behavioral Research. (2nd ed.) New York: Holt, Rinehart and Winston, 1973. 741 + xx pp. $13.95 (1974)The Social Psychology of Organizations. (1979)Modeling the Determinants of Customer Satisfaction for Business-to-Business Professional Services (1996)Modeling the determinants of customer satisfaction for business-to-business professional services (1997)Consumer perceived risk: conceptualisations and models (1999)Industrial buying and creative marketing (1967)Book Review: Organizational Buying Behavior (1973)Issues and Advances in Segmentation Research (1978)The Impact of Internet Use on Business-to-Business Marketing (2000)Conceptualizing and communicating value in business markets: From value in exchange to value in use (2018)Measuring advertising effectiveness. (1963)Organizational buying behavior: Toward an integrative framework (1996)Outranking methods in support of supplier selection (1998)The effect of market orientation on buyer–seller relationship satisfaction (2003)Models and Managers: The Concept of a Decision Calculus (2004)Statistical principles in experimental design. (1962)Book Review: The Theory of Buyer Behavior (1971)Situational Variables and Consumer Behavior (1975)The Role of Products as Social Stimuli: A Symbolic Interactionism Perspective (1983)Why we buy what we buy: A theory of consumption values (1991)Experimental Design in Psychological Research (2002)An Analysis Of Vendor Selection Systems And Decisions (1966)Risk Taking and Information Handling in Consumer Behavior (1969)An analysis of the supplier selection process (1998)Supplier selection and order lot sizing modeling: A review (2006)Diffusion of Innovations (1963)A Propositional Inventory for New Diffusion Research (1985)Competitive Effects on Technology Diffusion (1986)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Organizational Information Requirements, Media Richness and Structural Design (1986)Organizational Learning: The Contributing Processes and the Literatures (1991)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)Psychographics: A Critical Review (1975)Global organizational learning capacity in purchasing: Construct and measurement (1997)Drivers of local merchant loyalty: Understanding the influence of gender and shopping motives (2006)Innovation in conservative and entrepreneurial firms: Two models of strategic momentum (1982)Toward a Model of Organizations as Interpretation Systems (1984)
this work references cited by second hop

References

  • 2008Scanning the business environment1,152 cited
  • 2015Scanning the business environment922 cited
  • 1973A Model of Industrial Buyer Behavior887 cited
  • 1974An Exploratory Assessment of Situational Effects in Buyer Behavior597 cited
  • 1974Industrial market segmentation255 cited
  • 1978Assessing Response to Industrial Marketing Strategy167 cited
  • 1971Five Dimensions of the Industrial Adoption Process149 cited
  • 1971Experimental Study of Industrial Buyer Behavior134 cited
  • 1972Intermarket Patronage: A Psychographic Study of Consumer Outshoppers127 cited
  • 1975Autonomous vs. joint decisions in organizational buying54 cited
  • 1976Exploring Environmental Influences in Organizational Buying50 cited
  • 1976Exploring Environmental Influences in Organizational Buying31 cited

Cited by

  • 1987The Specification of Aggregate Market Models27 cited
  • 1986Segmenting a business market for a professional service18 cited
  • 2004La qualité perçue comme déterminant de la satisfaction des clients en business-to-business . Une étude empirique dans le domaine de la téléphonie15 cited

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  • 1987La segmentation en marketing industriel6 cited