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Organizational Buying Theories

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References

1987Developing Buyer-Seller Relationships9,139 cited
1992The Changing Role of Marketing in the Corporation2,773 cited
1995Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?1,478 cited
1967Industrial buying and creative marketing994 cited
1987International Market Entry and Expansion Via Independent or Integrated Channels of Distribution847 cited
1973Organizational Buying Behavior640 cited
1981The Buying Center: Structure and Interaction Patterns443 cited
1987Industrial Purchasing: An Empirical Exploration of the Buyclass Framework429 cited
1996Organizational buying behavior: Toward an integrative framework374 cited
1993Buyer-supplier relationships today323 cited
1998Implementation Requires a Relationship Marketing Paradigm317 cited
1989Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior302 cited
1985A Reward/Measurement Model of Organizational Buying Behavior227 cited
1981The Buying Center: Structure and Interaction Patterns210 cited
1997Partnering relationship activities: Building theory from case study research207 cited

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1985Risk Handling Strategies in Industrial Vendor Selection Decisions183 cited

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2019When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers31 cited
2001The influence of enterprise type on the purchasing decision process30 cited
2023Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships24 cited
2019Perceived trustworthiness in using B2B digital services23 cited
2018Industrial-buying research 1965-2015: review and analysis22 cited
2008Search for Alternatives and Collaboration with Incumbents: Two‐Sided Sourcing Behavior in Business Markets*22 cited
2021The state of business to business marketing research21 cited
2006An examination of buying centres in Irish biotechnology companies and its marketing implications21 cited
2015Do Small and Medium Sized Enterprises Have Their Unique Buying Behavior Variables? — A Qualitative Approach10 cited