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The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations
16 references·10 citing·43 second hop
The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations (1987)The Relative Importance of Various Promot…Sales and Marketing Management (2007)Sales and Marketing ManagementThe Market for Generic Brand Grocery Products: A Review and Extension (1984)The Market for Generic Brand …The Advertising Budgeting Practices of Industrial Marketers (1984)The Advertising Budgeting Pra…Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach (1984)Purchasing Agents' Perception…Industrial marketing strategy (1984)Industrial marketing strategyAn Empirical Investigation of the Information Sources Used during the Industrial Buying Process (1984)An Empirical Investigation of…An Empirical Investigation of the Information Sources used during the Industrial Buying Process (1984)An Empirical Investigation of…A descriptive model of the trade-show budgeting decision process (1983)A descriptive model of the tr…The relative importance of industrial promotion tools (1981)The relative importance of in…Industrial marketing strategy (1980)Industrial marketing strategyVendor selection and the buying process (1978)Vendor selection and the buyi…Organizational Buying Behavior (1973)Organizational Buying BehaviorConsumer Choice Behavior. A Cognitive Theory (1973)Consumer Choice Behavior. A C…Word-of-Mouth Communication in the Industrial Adoption Process (1971)Word-of-Mouth Communication i…Five Dimensions of the Industrial Adoption Process (1971)Five Dimensions of the Indust…An Introduction to the Theory and Measurement of Influence (1955)An Introduction to the Theory…An Empirical Study of Customer-Based Brand Equity Model for China Economy Hotels (2013)An Empirical Study of Custome…Ongoing search among industrial buyers (2006)Ongoing search among industri…Buyer‐seller relationships and information sources in an e‐commerce world (2004)Buyer‐seller relationships an…Same Time Next Year—Buyer Trade Show Motives (2001)Same Time Next Year—Buyer Tra…Information Sources Used by an Organization During a Complex Decision Process (1998)Information Sources Used by a…The Impact of Sales Management Changes on New Product Success (1996)The Impact of Sales Managemen…Effects of accountability on symbolic information search and information analysis by organizational buyers (1996)Effects of accountability on …The Impact of New Product Introductions on Sales Management Strategy (1995)The Impact of New Product Int…Patterns of Information Source Use Across Industrial Purchase Situations* (1993)Patterns of Information Sourc…Sociographic Segmentation: The SME Market and Financial Services (1991)Sociographic Segmentation: Th…A General Model for Understanding Organizational Buying Behavior (1972)The Development of Buyer‐Seller Relationships in Industrial Markets (1980)The Role of Market Forces in Assuring Contractual Performance (1981)Exploring visitor experiences at trade shows (2010)International Trade Fairs and Global Buzz, Part I: Ecology of Global Buzz (2010)Statistical principles in experimental design. (1962)An Analysis Of Vendor Selection Systems And Decisions (1966)International Supplier Selection: (1994)Organizational Risk Perception and Reduction: A Literature Review (1995)Statistical Principles in Experimental Design (2003)A fuzzy-QFD approach to supplier selection (2006)Principles of Behavior (1944)The organization of behavior. (1950)The Handbook of Social Psychology (1969)Measurement of social power, opportunity costs, and the theory of two-person bargaining games (2007)Interest Groups in the European Union: How Powerful Are They? (2008)NGO Influence in International Organizations: Information, Access and Exchange (2015)The Politics of Organizational Decision-Making. (1976)Handbook of Industrial and Organizational Psychology. 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this work references cited by second hop

References

  • 1973Organizational Buying Behavior640 cited
  • 2007Sales and Marketing Management382 cited
  • 1984Industrial marketing strategy357 cited
  • 1973Consumer Choice Behavior. A Cognitive Theory234 cited
  • 1955An Introduction to the Theory and Measurement of Influence224 cited
  • 1978Vendor selection and the buying process209 cited
  • 1984An Empirical Investigation of the Information Sources used during the Industrial Buying Process207 cited
  • 1980Industrial marketing strategy186 cited
  • 1971Word-of-Mouth Communication in the Industrial Adoption Process152 cited
  • 1971Five Dimensions of the Industrial Adoption Process149 cited
  • 1984Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach145 cited
  • 1984An Empirical Investigation of the Information Sources Used during the Industrial Buying Process109 cited
  • 1981The relative importance of industrial promotion tools83 cited
  • 1983A descriptive model of the trade-show budgeting decision process61 cited
  • 1984The Market for Generic Brand Grocery Products: A Review and Extension49 cited
  • 1984

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The Advertising Budgeting Practices of Industrial Marketers
48 cited

Cited by

  • 2001Same Time Next Year—Buyer Trade Show Motives161 cited
  • 2006Ongoing search among industrial buyers144 cited
  • 2004Buyer‐seller relationships and information sources in an e‐commerce world62 cited
  • 1996Effects of accountability on symbolic information search and information analysis by organizational buyers52 cited
  • 1998Information Sources Used by an Organization During a Complex Decision Process40 cited
  • 1993Patterns of Information Source Use Across Industrial Purchase Situations*34 cited
  • 1995The Impact of New Product Introductions on Sales Management Strategy33 cited
  • 1996The Impact of Sales Management Changes on New Product Success27 cited
  • 1991Sociographic Segmentation: The SME Market and Financial Services22 cited
  • 2013An Empirical Study of Customer-Based Brand Equity Model for China Economy Hotels15 cited