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Patterns in industrial buying behavior
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Patterns in industrial buying behavior (1981)Patterns in industrial buying behaviorImpact of Business Interoperability on the Performance of Complex Cooperative Supply Chain Networks: A Case Study (2018)Impact of Business Interopera…An agent-based model for analyzing the impact of business interoperability on the performance of cooperativeindustrial networks (2015)An agent-based model for anal…The dynamics and characteristics of buying centre networks (2009)The dynamics and characterist…Managing in complex business networks (2004)Managing in complex business …Les clients comptes clés sont-ils vraiment traités différemment ? Le point de vue des clients (2004)Les clients comptes clés sont…Distribution Equity: Creating Value through Managing Knowledge Relationships with Distribution Channels (1998)Distribution Equity: Creating…L'acheteur professionnel de la distribution face aux produits nouveaux: pour une nouvelle approche (1997)L'acheteur professionnel de l…Understanding the persuasion process between industrial buyers and sellers (1995)Understanding the persuasion …Improving trade show effectiveness by analyzing attendees (1993)Improving trade show effectiv…L'évolution de la modélisation du comportement d'achat industriel : Panorama des nouveaux courants de recherche (1992)L'évolution de la modélisatio…Industrial buyer behavior at trade shows (1992)Industrial buyer behavior at …Estimating Nonresponse Bias in Mail Surveys (1977)Organizations: Rational, Natural, and Open Systems. (1984)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Organizational buying behavior: Toward an integrative framework (1996)International trade fairs as amplifiers of permanent and temporary proximities in clusters (2010)Actors, knowledge and path transformations in a declining cluster (2022)Book Reviews: Kerlinger, Fred N. Foundations of Behavioral Research. (2nd ed.) New York: Holt, Rinehart and Winston, 1973. 741 + xx pp. $13.95 (1974)Basics of qualitative research (1990)Cultures and Organizations: Software of the Mind. (1993)Case Study Research: Design and Methods (1984)Case Study Research: Design and Methods (1991)Information Systems Success: The Quest for the Dependent Variable (1992)Assessing Response to Industrial Marketing Strategy (1978)A Reward/Measurement Model of Organizational Buying Behavior (1985)Assessing Trade Show Functions and Performance: An Exploratory Study (1987)Trade Fairs as Services (1999)Which exhibition attributes create repeat visitation? (2010)Economic Action and Social Structure: The Problem of Embeddedness (1985)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)How Smaller Born-Global Firms Use Networks and Alliances to Overcome Constraints to Rapid Internationalization (2006)The Core Competence of the Corporation (2006)Rise of strategic nets — New modes of value creation (2007)Entrepreneurship Research on Network Processes: A Review and Ways Forward (2009)The Nature of the Firm (1937)The Pricing of Options and Corporate Liabilities (1973)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The role of multichannel integration in customer relationship management (2004)A Strategic Framework for Customer Relationship Management (2005)An Analysis Of Vendor Selection Systems And Decisions (1966)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Developing Buyer-Seller Relationships (1987)Toward A Trustful B To B Relationship (2009)Impact of French governmental policies to reduce freight transportation CO2 emissions on small- and medium-sized companies (2019)Attitudes and Persuasion: Classic and Contemporary Approaches (1981)The Elaboration Likelihood Model of Persuasion (1986)Handbook of consumer behavior (1991)The Combined Influence of Central and Peripheral Routes in the Online Persuasion Process (2009)Industrial buying during the coronavirus pandemic: A cross-cultural study (2020)Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda (2022)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The Commitment-Trust Theory of Relationship Marketing (1994)Developing relationships in business networks (1995)
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  • 2004Managing in complex business networks727 cited
  • 1993Improving trade show effectiveness by analyzing attendees100 cited
  • 1992Industrial buyer behavior at trade shows94 cited
  • 1995Understanding the persuasion process between industrial buyers and sellers34 cited
  • 1992L'évolution de la modélisation du comportement d'achat industriel : Panorama des nouveaux courants de recherche30 cited
  • 1998Distribution Equity: Creating Value through Managing Knowledge Relationships with Distribution Channels17 cited
  • 2004Les clients comptes clés sont-ils vraiment traités différemment ? Le point de vue des clients15 cited
  • 2018Impact of Business Interoperability on the Performance of Complex Cooperative Supply Chain Networks: A Case Study14 cited
  • 2015An agent-based model for analyzing the impact of business interoperability on the performance of cooperativeindustrial networks12 cited
  • 2009The dynamics and characteristics of buying centre networks9 cited
  • 1997L'acheteur professionnel de la distribution face aux produits nouveaux: pour une nouvelle approche6 cited

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