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An Empirical Investigation of the Information Sources Used during the Industrial Buying Process
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An Empirical Investigation of the Information Sources Used during the Industrial Buying Process (1984)An Empirical Investigation of the Informa…Analyzing buyer behavior when selecting green criteria in public procurement (2017)Analyzing buyer behavior when…Purchasing Managers' Perceived Bias in Supplier‐Selected Referrals (2013)Purchasing Managers' Perceive…Information search in complex industrial buying: Empirical evidence from Brazil (2010)Information search in complex…Ongoing search among industrial buyers (2006)Ongoing search among industri…Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers (2001)Towards an Improved Understan…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…Situational risk in organizational buying: A basis for adaptive selling (1996)Situational risk in organizat…Buyer perceptions of the purchase process and its effect on customer satisfaction (1996)Buyer perceptions of the purc…Visitor and exhibitor interaction at industrial trade fairs (1995)Visitor and exhibitor interac…Patterns of Information Source Use Across Industrial Purchase Situations* (1993)Patterns of Information Sourc…How organizational buyers reduce risk (1993)How organizational buyers red…Underlying Dimensions and Communications Strategies of the Advertising Agency-Client Relationship (1991)Underlying Dimensions and Com…The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations (1987)The Relative Importance of Va…Referrals between professional service providers (1987)Referrals between professiona…Which buying decisions are made by individuals and not by groups? (1986)Which buying decisions are ma…International Market Entry and Expansion Via Independent or Integrated Channels of Distribution (1987)Industrial networks: A new view of reality (1992)Understanding business markets : interaction, relationships and networks (1997)Relationship learning at trade shows: Its antecedents and consequences (2005)Marketing resources and performance of exhibitor firms in trade shows: A contingent resource perspective (2006)Generalized expectancies for internal versus external control of reinforcement. 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(2007)Putting student evaluations into perspective: The Course Experience Quality and Satisfaction Model (CEQS) (2012)A Theory of Cognitive Dissonance (2017)Consumer Behavior as Risk Taking (1960)Industrial buying and creative marketing (1967)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)How buyers frame problems: Revisited (2001)Industrial buyers' risk aversion and channel selection (2006)Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships (2020)The Presentation of Self in Everyday Life. 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  • 1995Visitor and exhibitor interaction at industrial trade fairs211 cited
  • 2001Same Time Next Year—Buyer Trade Show Motives161 cited
  • 2006Ongoing search among industrial buyers144 cited
  • 1993How organizational buyers reduce risk62 cited
  • 1996Buyer perceptions of the purchase process and its effect on customer satisfaction61 cited
  • 1987Referrals between professional service providers54 cited
  • 1986Which buying decisions are made by individuals and not by groups?51 cited
  • 1987The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations46 cited
  • 1996Situational risk in organizational buying: A basis for adaptive selling44 cited
  • 2010Information search in complex industrial buying: Empirical evidence from Brazil40 cited
  • 1998Information Sources Used by an Organization During a Complex Decision Process40 cited
  • 2017Analyzing buyer behavior when selecting green criteria in public procurement36 cited
  • 2001Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers35 cited
  • 2013Purchasing Managers' Perceived Bias in Supplier‐Selected Referrals34 cited

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  • 1991Underlying Dimensions and Communications Strategies of the Advertising Agency-Client Relationship34 cited
  • 1993Patterns of Information Source Use Across Industrial Purchase Situations*34 cited