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Cited by

• 2000Combining value and price to make purchase decisions in business markets126 cited
• 2019From transactions to journeys and beyond: The evolution of B2B buying process modeling126 cited
• 1993Total Cost Supplier Selection Model: A Case Study111 cited
• 2010Purchasing Higher-Value, Higher-Price Offerings in Business Markets93 cited
• 2011The industrial brand personality scale: Building strong business-to-business brands89 cited
• 2014The role of trust and risk perceptions in cloud archiving — Results from an empirical study88 cited
• 1995Perceived social context and risk preference: A re‐examination of framing effects in a life‐death decision problem85 cited
• 2007Organizational factors in sales forecasting management78 cited
• 1996Biographical and Climate Predictors of Job Satisfaction and Pride in Organization74 cited
• 2004Power Politics and the Balance of Risk: Hypotheses on Great Power Intervention in the Periphery62 cited
• 2012Rationality in supplier selection decisions: The effect of the buyer's national task environment61 cited
• 2017Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance55 cited
• 2002Experimental test of the prospect theory value function: A stochastic dominance approach