SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
A Script-Theoretic Analysis of Industrial Purchasing Behavior
12 references·16 citing·38 second hop
A Script-Theoretic Analysis of Industrial Purchasing Behavior (1984)A Script-Theoretic Analysis of Industrial…Cognition and Social Behavior (2014)Cognition and Social BehaviorSCRIPTS, PLANS, GOALS, AND UNDERSTANDING (1988)SCRIPTS, PLANS, GOALS, AND UN…An Inductive Model of Industrial Supplier Choice Processes (1984)An Inductive Model of Industr…Advances in Consumer Research (1983)Advances in Consumer ResearchThe Persuasive Effects of Source Credibility in Buy and Lease Situations (1982)The Persuasive Effects of Sou…Psychological status of the script concept. (1981)Psychological status of the s…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Theoretical Developments In Marketing (1980)Theoretical Developments In M…Face-to-face interaction: Research, methods, and theory (1978)Face-to-face interaction: Res…Script processing in attitude formation and decision making. (1976)Script processing in attitude…The Social Psychology of Bargaining and Negotiation (1975)The Social Psychology of Barg…Industrial buying and creative marketing (1967)Industrial buying and creativ…From transactions to journeys and beyond: The evolution of B2B buying process modeling (2019)From transactions to journeys…Customer solutions in the capital goods industry: Examining the impact of the buying center (2011)Customer solutions in the cap…From products to solutions: the role of salesperson opportunity recognition (2009)From products to solutions: t…The Impact of Customer Satisfaction on Share-of-Wallet in a Business-to-Business Environment (2003)The Impact of Customer Satisf…A Measure of Selling Skill: Scale Development and Validation (2002)A Measure of Selling Skill: S…A Model of Tourist Information Search Behavior (1999)A Model of Tourist Informatio…A Typology of Tourist Information Search Strategies (1998)A Typology of Tourist Informa…Service expectations: the consumer versus the provider (1995)Service expectations: the con…Understanding Qualitative Data: A Framework of Text Analysis Methods (1994)Understanding Qualitative Dat…The Dynamics of Long-Term Business-to-Business Exchange Relationships (1994)The Dynamics of Long-Term Bus…Discretion and the service employee (1993)Discretion and the service em…Relationship Development in Selling: A Cognitive Analysis (1992)Relationship Development in S…Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople (1990)Client Evaluation Cues: A Com…Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation (1989)Mapping the Procedural Knowle…Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis (1989)Knowledge Bases and Salespers…Role Stress among Industrial Buyers: An Integrative Model (1987)Role Stress among Industrial …Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Attitude-behavior relations: A theoretical analysis and review of empirical research. (1977)Features of similarity. (1977)A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation (1990)Culture and Cognition (1997)Human Aggression (2002)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Estimating Nonresponse Bias in Mail Surveys (1977)Understanding Attitudes and Predicting Social Behavior (1980)The effect of uncertainty avoidance on information search, planning, and purchases of international travel vacations (2003)Chinese Outbound tourists: Understanding their attitudes, constraints and use of information sources (2008)Vacationers and eWOM: Who Posts, and Why, Where, and What? (2010)Advances in Consumer Research (2025)Minds, brains, and programs (1980)The role of knowledge in discourse comprehension: A construction-integration model. (1988)A review and reformulation of social information-processing mechanisms in children's social adjustment. (1994)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)Decade Review: Observing Marital Interaction (2000)Marital Research in the 20th Century and a Research Agenda for the 21st Century (2002)Promoting the “Social” in the Examination of Social Stigmas (2005)Negotiation And Mediation (1992)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)Public Deliberation in an Age of Direct Citizen Participation (2004)Self-schemata and processing information about the self. (1977)Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence. (1979)Heuristic versus systematic information processing and the use of source versus message cues in persuasion. (1980)Customer Contributions to Quality: A Different View of the Customer-Oriented Firm (1996)Destination Image, Self-Congruity, and Travel Behavior: Toward an Integrative Model (2000)What is Interactivity and is it Always Such a Good Thing? Implications of Definition, Person, and Situation for the Influence of Interactivity on Advertising Effectiveness (2002)An attributional theory of achievement motivation and emotion. (1985)The Ripple Effect: Emotional Contagion and its Influence on Group Behavior (2002)
this work references cited by second hop

References

  • 1988SCRIPTS, PLANS, GOALS, AND UNDERSTANDING4,535 cited
  • 1983Advances in Consumer Research2,879 cited
  • 1981Psychological status of the script concept.1,743 cited
  • 1975The Social Psychology of Bargaining and Negotiation1,152 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1976Script processing in attitude formation and decision making.694 cited
  • 2014Cognition and Social Behavior651 cited
  • 1978Face-to-face interaction: Research, methods, and theory441 cited
  • 1982The Persuasive Effects of Source Credibility in Buy and Lease Situations302 cited
  • 1980Theoretical Developments In Marketing219 cited
  • 1984An Inductive Model of Industrial Supplier Choice Processes157 cited

Cited by

  • 1999A Model of Tourist Information Search Behavior530 cited
  • 1994Understanding Qualitative Data: A Framework of Text Analysis Methods328 cited
  • 1998A Typology of Tourist Information Search Strategies306 cited
  • 2003The Impact of Customer Satisfaction on Share-of-Wallet in a Business-to-Business Environment

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

233 cited
  • 2002A Measure of Selling Skill: Scale Development and Validation218 cited
  • 1994The Dynamics of Long-Term Business-to-Business Exchange Relationships205 cited
  • 1987Role Stress among Industrial Buyers: An Integrative Model185 cited
  • 1989Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation179 cited
  • 1989Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis172 cited
  • 1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
  • 1993Discretion and the service employee127 cited
  • 2019From transactions to journeys and beyond: The evolution of B2B buying process modeling126 cited
  • 2009From products to solutions: the role of salesperson opportunity recognition100 cited
  • 1995Service expectations: the consumer versus the provider96 cited
  • 2011Customer solutions in the capital goods industry: Examining the impact of the buying center92 cited
  • 1992Relationship Development in Selling: A Cognitive Analysis92 cited