Organizational buying behavior: Toward an integrative framework

Journal of Business Research

Volumn 35, Issue 1, 1996, Pages 1-15

  Johnston, Wesley J ^a   Lewin, Jeffrey E ^b  

^a GEORGIA STATE UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0029693274     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/0148-2963(94)00077-8     Document Type: Article

References (14)

1. Bonoma, Thomas V., Zaltman, Gerald, and Johnston, Wesley J., Industrial Buying Behavior, monograph Report No. 77-117. Marketing Science Institute, Cambridge, MA. 1977.
2. Hutt, Michael, Johnston, Wesley, and Ronchetto, John, Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns. Journal of Personal Selling & Sales Management 5 (May 1985): 33-40.
3. March, James G., and Simon, H. A., Organizations, John Wiley, New York. 1958.
4. Moriarty, Rowland J., and Galper, Morton, Organizational Buying Behavior: A State-of-the-Art Review and Conceptualization, working paper Report No. 78-101. Marketing Science Institute, Cambridge, MA. 1978.
5. Puri, S. Joe, Industrial Vendors' Selling Center: Implications for Sales Management, Journal of Business & Industrial Marketing 7 (Summer 1992): 59-69.
6. Puri, S. Joe, and Korgaonkar, Pradeep, Couple the Buying and Selling Teams. Industrial Marketing Management 20 (November 1991): 311-317.
7. Robinson, Patrick J., Faris, Charles W., and Wind, Yoram, Industrial Buying and Creative Marketing, Allyn & Bacon, Boston. 1967.
8. Sheth, Jagdish N., A Model of Industrial Buyer Behavior. Journal of Marketing 37 (October 1973): 50-56.
9. Spekman, Robert E., and Johnston, Wesley J., Relationship Management: Managing The Selling and The Buying Interface, Journal of Business Research 14 (December 1986): 519-531.
10. Vyas, Niren, and Woodside, Arch G., An Inductive Model of Industrial Supplier Choice Process, Journal of Marketing 48 (Winter 1984): 30-45.
11. Ward, Scott, and Webster, Fredrick E., Organizational Buying Behavior, in Handbook Of Consumer Behavior. Robertson and Kassarjian, eds., Prentice-Hall, New Jersey. 1991; 419-458.
12. Webster, Fredrick E., Jr., and Wind, Yoram, A General Model for Understanding Organizational Buying Behavior. Journal of Marketing 36 (April 1972): 12-19.
13. Woodside, Arch G., Mapping Streams of Industrial Purchasing Strategies: A Composite, Inductive Model of the Office Furniture Industry. Industrial Marketing & Purchasing 3 (1) (1988): 52-70.
14. Woodside, Arch G., Taylor, James L., Pritchett, S. Travis, and Morgenroth, William., Transactions Among Buying and Selling Center, in Contemporary Marketing Thought. Barnett A. Greenberg and Danny N. Bellenger, eds., AMA, Chicago, IL. 1977, pp. 381-387.