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ArticleOrganizational Buying Theories

John F. Tanner1999

Article1999

Organizational Buying Theories

64 citations·0/0 files stored·Industrial Marketing Management

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Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence Quality and Supply Management

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References

1987Developing Buyer-Seller Relationships 1992The Changing Role of Marketing in the Corporation 1995Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?1967Industrial buying and creative marketing 1987International Market Entry and Expansion Via Independent or Integrated Channels of Distribution 1973Organizational Buying Behavior 1981The Buying Center: Structure and Interaction Patterns 1987Industrial Purchasing: An Empirical Exploration of the Buyclass Framework

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2005The ABC's of ACB: Unveiling a clear and present danger in the sales force 2008Developing Alliance Capabilities 2014Innovation adoption and diffusion in business-to-business marketing 2003Purchasing software components at the dawn of market 2019When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers 2001The influence of enterprise type on the purchasing decision process

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2001Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliersarticle · 12 shared references 1999Purchase-Related Factors and Buying Center Structurearticle · 10 shared references 2001Customer satisfaction in industrial markets: dimensional and multiple role issuesarticle · 9 shared references 2019From transactions to journeys and beyond: The evolution of B2B buying process modelingarticle · 8 shared references 2006Interrelationships among Key Aspects of the Organizational Procurement Processarticle · 8 shared references 2022The buying center concept as a milestone in industrial marketing: Review and research agendaarticle · 8 shared references

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Year1999

Typearticle

Published1999-05-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations64

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/s0019-8501(98)00052-2

openalex_workW2203418608

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2023Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships

2019Perceived trustworthiness in using B2B digital services