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Price Setting and Volume Planning by Two European Industrial Companies: A Study and Comparison of Decision Processes
16 references·12 citing·37 second hop
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References

  • 2025Advances in Consumer Research13,264 cited
  • 1964A Behavioral Theory of the Firm7,791 cited
  • 1967Differentiation and Integration in Complex Organizations3,935 cited
  • 1979An Information Processing Theory of Consumer Choice2,245 cited
  • 2014The Behavior in Organizations1,227 cited
  • 1950The Human Use of Human Beings875 cited
  • 1973Managing the multinational enterprise852 cited
  • 2023BEHAVIOR IN ORGANIZATIONS470 cited
  • 1987Sales forecasting practices276 cited
  • 1972Cross-Cultural Piagetian Research: A Summary229 cited
  • 1970Information Processing Models of Consumer Behavior217 cited
  • 1968Information Processing Model of Executive Decision102 cited
  • 1982Marketing decision models66 cited
  • 1964A Method for Understanding Price Determinants51 cited
  • 1978The Boundaries of Buying Decision Centers49 cited
  • 1978Verbal Protocols and Direct Observation of Supermarket Shopping Behavior: Some Findings and a Discussion of Methods48 cited

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  • 2010The Role of Value‐Informed Pricing in Market‐Oriented Product Innovation Management*86 cited
  • 2002Antecedents and actions of export pricing strategy80 cited
  • 1988Unraveling the mystique of export pricing63 cited
  • 2000Industrial Export Pricing Practices in the United Kingdom56 cited
  • 2010Managing Conflicting Stakeholder Interests: An Exploratory Case Analysis of the Formulation of Corporate Social Responsibility Standards in the Netherlands52 cited
  • 2014The theoretical foundations of value-informed pricing in the service-dominant logic of marketing39 cited
  • 2004In search of relevance and rigour for research in marketing39 cited
  • 1988International Industrial Buyer Behavior. An Exploration and a Proposed Model36 cited
  • 1985Research strategies in analyzing the organizational buying process24 cited
  • 2021Pricing Research: State of the Art and Future Opportunities16 cited
  • 2017The impact of cognitive style, entrepreneurial attitudes and gender on competitive price responses15 cited
  • 1989Ned Hall Didn't Have to Get a Haircut12 cited