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Taxonomy of Buying Decision Approaches
16 references·16 citing·39 second hopsampled
Taxonomy of Buying Decision Approaches (1993)Taxonomy of Buying Decision ApproachesThe Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…Handbook of consumer behavior (1991)Handbook of consumer behaviorDeterminants of Continuity in Conventional Industrial Channel Dyads (1989)Determinants of Continuity in…Competitive Advantage: Creating and Sustaining Superior Performance (1985)Competitive Advantage: Creati…Competitive advantage, creating and sustaining superior performance (1985)Competitive advantage, creati…The Theory of Power and Conflict in Channels of Distribution (1984)The Theory of Power and Confl…The Contributions of Industrial Organization to Strategic Management (1981)The Contributions of Industri…Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing (1981)Assessing Measurement Error i…An Information Processing Theory of Consumer Choice (1979)An Information Processing The…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Organization Design (1977)Organization DesignThe Structure of "Unstructured" Decision Processes (1976)The Structure of "Unstructure…A General Model for Understanding Organizational Buying Behavior (1972)A General Model for Understan…Industrial Market Structure and Economic Performance. (1971)Industrial Market Structure a…Industrial buying and creative marketing (1967)Industrial buying and creativ…Coefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…Debiasing Health-Related Judgments and Decision Making: A Systematic Review (2017)Debiasing Health-Related Judg…The Role of Marketing Channels in Supply Chain Management (2015)The Role of Marketing Channel…Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement (2013)Corporate Social Responsibili…Patterns and performance outcomes of innovation orientation (2010)Patterns and performance outc…Environmental motivations: a classification scheme and its impact on environmental strategies and practices (2008)Environmental motivations: a …Configurations of Marketing and Sales: A Taxonomy (2008)Configurations of Marketing a…The Performance Implications of Designing Multiple Channels to Fit with Strategy and Environment (2007)The Performance Implications …The chain from customer satisfaction via word-of-mouth referrals to new customer acquisition (2007)The chain from customer satis…Consumer confusion proneness: scale development, validation, and application (2007)Consumer confusion proneness:…Ongoing search among industrial buyers (2006)Ongoing search among industri…Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction (2005)Exploring the conditions unde…An analysis of supply risk assessment techniques (2004)An analysis of supply risk as…A Configurational Perspective on Key Account Management (2002)A Configurational Perspective…Outranking methods in support of supplier selection (1998)Outranking methods in support…Organizational buying behavior: past performance and future expectations (1996)Organizational buying behavio…Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets (1995)Vendor Consideration and Swit…The Evolution of Cooperation (1981)Perceived organizational support. (1986)Developing Buyer-Seller Relationships (1987)Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques (1994)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)The Theory of Buyer Behavior (1971)The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Insight. A Study of human understanding (1958)A Strategy of Decision. (1964)The Nature of Managerial Work (1974)Organizational Information Requirements, Media Richness and Structural Design (1986)DISTINGUISHING THE EFFECTS OF FUNCTIONAL AND DYSFUNCTIONAL CONFLICT ON STRATEGIC DECISION MAKING: RESOLVING A PARADOX FOR TOP MANAGEMENT TEAMS. (1996)THE DYNAMIC NATURE OF CONFLICT: A LONGITUDINAL STUDY OF INTRAGROUP CONFLICT AND GROUP PERFORMANCE. (2001)The Economic Institutions of Capitalism (1987)STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION. (1993)Developing relationships in business networks (1995)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)The theory of planned behavior (1991)The interdisciplinary study of coordination (1994)Using Technology and Constituting Structures: A Practice Lens for Studying Technology in Organizations (2000)Toward a theory of spiritual leadership (2003)Sectoral patterns of technical change: Towards a taxonomy and a theory (1984)First-mover advantages (1988)Sources, Procedures, and Microeconomic Effects of Innovation (2000)THE IMPACT OF HUMAN RESOURCE MANAGEMENT PRACTICES ON TURNOVER, PRODUCTIVITY, AND CORPORATE FINANCIAL PERFORMANCE. (1995)Toward a New Conception of the Environment-Competitiveness Relationship (1995)Exploring internal stickiness: Impediments to the transfer of best practice within the firm (1996)Value creation in E‐business (2001)Authentic leadership development: Getting to the root of positive forms of leadership (2005)
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References

  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1985Competitive Advantage: Creating and Sustaining Superior Performance14,723 cited
  • 1985Competitive advantage, creating and sustaining superior performance10,284 cited
  • 1971Industrial Market Structure and Economic Performance.6,267 cited
  • 1976The Structure of "Unstructured" Decision Processes3,759 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1989Determinants of Continuity in Conventional Industrial Channel Dyads2,369 cited
  • 1979An Information Processing Theory of Consumer Choice2,245 cited
  • 1977Organization Design2,177 cited
  • 1984The Theory of Power and Conflict in Channels of Distribution1,279 cited
  • 1981Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing1,207 cited
  • 1991Handbook of consumer behavior1,033 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1981The Contributions of Industrial Organization to Strategic Management963 cited

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  • 1972A General Model for Understanding Organizational Buying Behavior914 cited
  • Cited by

    • 1995Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets611 cited
    • 2004An analysis of supply risk assessment techniques558 cited
    • 2002A Configurational Perspective on Key Account Management460 cited
    • 2013Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement427 cited
    • 2007The chain from customer satisfaction via word-of-mouth referrals to new customer acquisition348 cited
    • 1998Outranking methods in support of supplier selection341 cited
    • 2008Environmental motivations: a classification scheme and its impact on environmental strategies and practices296 cited
    • 2008Configurations of Marketing and Sales: A Taxonomy257 cited
    • 2007Consumer confusion proneness: scale development, validation, and application240 cited
    • 2015The Role of Marketing Channels in Supply Chain Management237 cited
    • 2005Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction230 cited
    • 1996Organizational buying behavior: past performance and future expectations186 cited
    • 2010Patterns and performance outcomes of innovation orientation179 cited
    • 2007The Performance Implications of Designing Multiple Channels to Fit with Strategy and Environment170 cited
    • 2017Debiasing Health-Related Judgments and Decision Making: A Systematic Review158 cited
    • 2006Ongoing search among industrial buyers144 cited