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Industrial Buyers' Choice Strategies: A Protocol Analysis
16 references·16 citing·36 second hopsampled
Industrial Buyers' Choice Strategies: A Protocol Analysis (1980)Industrial Buyers' Choice Strategies: A P…Advances in Consumer Research (2025)Advances in Consumer ResearchTask Complexity and Contingent Processing in Brand Choice (1979)Task Complexity and Contingen…Exploring predecisional behavior: An alternative approach to decision research (1978)Exploring predecisional behav…Task complexity and contingent processing in decision making: An information search and protocol analysis (1976)Task complexity and contingen…Supplier Selection in an International Environment: An Experimental Study (1975)Supplier Selection in an Inte…The Theory of Stochastic Preference and Brand Switching (1974)The Theory of Stochastic Pref…Organizational Buying Behavior (1973)Organizational Buying BehaviorA Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Human Problem Solving (1972)Human Problem SolvingExperimental Study of Industrial Buyer Behavior (1971)Experimental Study of Industr…Information Processing Models of Consumer Behavior (1970)Information Processing Models…The Determinants of Vendor Selection: The Evaluation Function Approach (1968)The Determinants of Vendor Se…Industrial buying and creative marketing (1967)Industrial buying and creativ…An Analysis Of Vendor Selection Systems And Decisions (1966)An Analysis Of Vendor Selecti…Modeling the Industrial Buying Process (1965)Modeling the Industrial Buyin…A theory of data. (1960)A theory of data.A hybrid decision model for supplier selection in Online Fashion Retail (OFR) (2020)A hybrid decision model for s…Industrial-buying research 1965-2015: review and analysis (2018)Industrial-buying research 19…Retail buyer segmentation based on the use of assortment decision factors (2014)Retail buyer segmentation bas…A Survey Analysis Of The Resource Selection Models In Agile/Virtual Enterprises (2012)A Survey Analysis Of The Reso…Strategic supplier selection: some emerging issues and challenges (2008)Strategic supplier selection:…An optimization approach to business buyer choice sets: How many suppliers should be included? (2004)An optimization approach to b…A simulation-optimization approach using genetic search for supplier selection (2004)A simulation-optimization app…Supplier choice criteria of executing agencies in developing countries (2003)Supplier choice criteria of e…Selling strategies: The effects of suggesting a decision structure to novice and expert buyers (2001)Selling strategies: The effec…A meta‐analysis of doctoral dissertations in purchasing (1997)A meta‐analysis of doctoral d…Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study (1996)Customers' Decision-Making St…Selecting a set of vendors in a manufacturing environment (1993)Selecting a set of vendors in…Implications of single vs. multiple buying sources (1989)Implications of single vs. mu…The use of approved vendor lists (1986)The use of approved vendor li…Research strategies in analyzing the organizational buying process (1985)Research strategies in analyz…DESIGNOR: A decision support procedure for industrial product design (1982)DESIGNOR: A decision support …Personality and Consumer Behavior: A Review (1971)The Theory of Buyer Behavior (1971)On the relationship between perceived service quality, service loyalty and switching costs (1998)An Examination of Moderator Effects in the Four-Stage Loyalty Model (2006)Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing? 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(1998)How voters decide: information processing during election campaigns (2007)Vendor selection criteria and methods (1991)A multi-criteria intuitionistic fuzzy group decision making for supplier selection with TOPSIS method (2009)A fuzzy multi criteria approach for measuring sustainability performance of a supplier based on triple bottom line approach (2012)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Organizational innovation adoption: a multi-level framework of determinants and opportunities for future research (2002)Understanding Customer Experience Throughout the Customer Journey (2016)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)The social psychology of creativity: A componential conceptualization. (1983)A review and reformulation of social information-processing mechanisms in children's social adjustment. (1994)TARGET ARTICLE: Hope Theory: Rainbows in the Mind (2002)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet? (2004)Bibliometric Methods in Management and Organization (2014)
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References

  • 2025Advances in Consumer Research13,264 cited
  • 1972Human Problem Solving6,221 cited
  • 1976Task complexity and contingent processing in decision making: An information search and protocol analysis1,965 cited
  • 1966An Analysis Of Vendor Selection Systems And Decisions1,950 cited
  • 1960A theory of data.1,556 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1973Organizational Buying Behavior640 cited
  • 1974The Theory of Stochastic Preference and Brand Switching344 cited
  • 1978Exploring predecisional behavior: An alternative approach to decision research284 cited
  • 1979Task Complexity and Contingent Processing in Brand Choice283 cited
  • 1970Information Processing Models of Consumer Behavior217 cited
  • 1968The Determinants of Vendor Selection: The Evaluation Function Approach191 cited
  • 1975Supplier Selection in an International Environment: An Experimental Study188 cited
  • 1971Experimental Study of Industrial Buyer Behavior134 cited
  • 1965Modeling the Industrial Buying Process

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130 cited

Cited by

  • 1993Selecting a set of vendors in a manufacturing environment67 cited
  • 2004A simulation-optimization approach using genetic search for supplier selection60 cited
  • 1997A meta‐analysis of doctoral dissertations in purchasing45 cited
  • 2003Supplier choice criteria of executing agencies in developing countries42 cited
  • 1989Implications of single vs. multiple buying sources41 cited
  • 2004An optimization approach to business buyer choice sets: How many suppliers should be included?41 cited
  • 2020A hybrid decision model for supplier selection in Online Fashion Retail (OFR)38 cited
  • 2008Strategic supplier selection: some emerging issues and challenges37 cited
  • 2001Selling strategies: The effects of suggesting a decision structure to novice and expert buyers25 cited
  • 2014Retail buyer segmentation based on the use of assortment decision factors24 cited
  • 1985Research strategies in analyzing the organizational buying process24 cited
  • 2018Industrial-buying research 1965-2015: review and analysis22 cited
  • 2012A Survey Analysis Of The Resource Selection Models In Agile/Virtual Enterprises17 cited
  • 1996Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study17 cited
  • 1986The use of approved vendor lists16 cited
  • 1982DESIGNOR: A decision support procedure for industrial product design15 cited