An Empirical Investigation of the Information Sources Used during the Industrial Buying Process

Rowland T. Moriarty · Robert E. Spekman

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Competitive and Knowledge Intelligence Consumer Behavior and Marketing Influence Quality and Supply Management

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Rowland T. Moriarty, Jr., Robert E. Spekman, An Empirical Investigation of the Information Sources Used during the Industrial Buying Process, Journal of Marketing Research, Vol. 21, No. 2 (May, 1984), pp. 137-147

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1995Visitor and exhibitor interaction at industrial trade fairs 2001Same Time Next Year—Buyer Trade Show Motives 2006Ongoing search among industrial buyers 1993How organizational buyers reduce risk 1996Buyer perceptions of the purchase process and its effect on customer satisfaction 1987Referrals between professional service providers 1986Which buying decisions are made by individuals and not by groups?1987The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations

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