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Examining the Formation of Selling Centers: A Conceptual Framework
16 references·0 citing·43 second hop
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References

  • 1990The Effect of a Market Orientation on Business Profitability7,973 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis3,864 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis1,823 cited
  • 1987Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence1,065 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1992A Model of Marketing Knowledge Use within Firms696 cited
  • 1981The Buying Center: Structure and Interaction Patterns443 cited
  • 1989Managing New Product Innovations427 cited
  • 1992Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels349 cited
  • 1990Information partnerships--shared data, shared scale.282 cited
  • 1985The R&D-marketing interface in high-technology firms226 cited
  • 1989Managing New Product Innovations.

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214 cited
  • 1981The Buying Center: Structure and Interaction Patterns210 cited
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