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Volumn 26, Issue 4, 1997, Pages 353-362

A quest for the "industrial maven"

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EID: 0031185190     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(96)00125-3     Document Type: Article
Times cited : (11)

References (20)
  • 1
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    • The market maven: A diffuser of marketplace information
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    • Feick, L.F.1    Price, L.L.2
  • 2
    • 84856037604 scopus 로고
    • A simple mathematical theory of innovative behavior
    • 2. Midgley, David F., A Simple Mathematical Theory of Innovative Behavior. Journal of Consumer Research 3 (June), 31-41 (1976).
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    • Midgley, D.F.1
  • 3
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    • Innovativeness: The concept and its measurement
    • 3. Midgley, David F., and Dowling, Grahame R., Innovativeness: The Concept and its Measurement. Journal of Consumer Research 4 (March), 229-242 (1978).
    • (1978) Journal of Consumer Research , vol.4 , Issue.MARCH , pp. 229-242
    • Midgley, D.F.1    Dowling, G.R.2
  • 5
    • 0002369451 scopus 로고
    • A theoretical model for the study of product importance perceptions
    • 5. Bloch, Peter H., and Richins, Marsha L., A Theoretical Model for the Study of Product Importance Perceptions. Journal of Marketing 47 (Summer), 69-81 (1983).
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    • Bloch, P.H.1    Richins, M.L.2
  • 6
    • 0001097140 scopus 로고
    • The buying center: Structure and interaction patterns
    • 6. Johnston, Wesley J., and Bonoma, Thomas V., The Buying Center: Structure and Interaction Patterns. Journal of Marketing 45, 143-156 (1981).
    • (1981) Journal of Marketing , vol.45 , pp. 143-156
    • Johnston, W.J.1    Bonoma, T.V.2
  • 7
    • 0001921419 scopus 로고
    • A general model for understanding organizational buying behavior
    • 7. Webster, F.E., Jr., and Wind, Yoram, A General Model for Understanding Organizational Buying Behavior. Journal of Marketing 36, 12-19 (1972).
    • (1972) Journal of Marketing , vol.36 , pp. 12-19
    • Webster F.E., Jr.1    Wind, Y.2
  • 10
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    • Major sales: Who really does the buying?
    • 10. Bonoma, Thomas V., Major Sales: Who Really Does the Buying? Harvard Business Review 60, 111-119 (1982).
    • (1982) Harvard Business Review , vol.60 , pp. 111-119
    • Bonoma, T.V.1
  • 13
    • 0002946881 scopus 로고
    • A model of industrial buyer behavior
    • 13. Sheth, Jagdish N., A Model of Industrial Buyer Behavior. Journal of Marketing 37, 50-56 (1973).
    • (1973) Journal of Marketing , vol.37 , pp. 50-56
    • Sheth, J.N.1
  • 14
    • 0002422964 scopus 로고
    • Organizational buying center: A research agenda
    • T.V. Bonoma and G. Zaltman, eds. American Marketing Association, Chicago, IL
    • 14. Wind, Yoram, Organizational Buying Center: A Research Agenda, in Organizational Buying Behavior, T.V. Bonoma and G. Zaltman, eds. American Marketing Association, Chicago, IL 67-76 (1978).
    • (1978) Organizational Buying Behavior , pp. 67-76
    • Wind, Y.1
  • 15
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    • Environmental uncertainty and buying group structure: An empirical investigation
    • 15. Spekman, R.E., and Stern, L.W., Environmental Uncertainty and Buying Group Structure: An Empirical Investigation. Journal of Marketing 43, 54-64 (1979).
    • (1979) Journal of Marketing , vol.43 , pp. 54-64
    • Spekman, R.E.1    Stern, L.W.2
  • 16
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    • Purchasing agents influence in the buying process
    • 16. Bellizzi, Joseph A., and Walter, C.K., Purchasing Agents Influence in the Buying Process. Industrial Marketing Management 9, 143-156 (1980).
    • (1980) Industrial Marketing Management , vol.9 , pp. 143-156
    • Bellizzi, J.A.1    Walter, C.K.2
  • 17
    • 0000892807 scopus 로고
    • How to determine the composition and influence of a buying center
    • 17. Mattson, Melvin R., How to Determine the Composition and Influence of a Buying Center. Industrial Marketing Management 17, 205-214 (1988).
    • (1988) Industrial Marketing Management , vol.17 , pp. 205-214
    • Mattson, M.R.1
  • 18
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    • Role differentiation in industrial buying decisions
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    • 18. McMillan, James R., Role Differentiation in Industrial Buying Decisions, Proceedings of the American Marketing Association, American Marketing Association, Chicago, IL, 207-211 (1973).
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  • 19
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* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.