Organisational buying behaviour in changing times

European Management Journal

Volumn 16, Issue 6, 1998, Pages 698-705

  Thompson, Keith ^a   Mitchell, Helen ^a   Knox, Simon ^a  

^a CRANFIELD UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0039506083     PISSN: 02632373     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0263-2373(98)00046-2     Document Type: Article

References (15)

1. Bonoma, T.V., Zaltman, G. and Johnston, W.J. (1977) Industrial Buying Behavior. Monograph Report No.77-117, Marketing Science Institute, Cambridge, MA.
2. Christopher, M. (1997) Marketing Logistics. Butterworth Heinemann, Oxford.
3. Christopher, M., Payne, A. and Ballantyne, D. (1991) Relationship Marketing: Bringing Quality, Customer Service and Marketing Together. Butterworth Heinemann, Oxford.
4. Egan, C., Shipley, D. and Howard, P. (1991) The importance of brand names in industrial markets. In Proceedings of the Marketing Education Group Conference. University College, Dublin.
5. Ford, D. (ed.) (1990) Understanding Business Markets. Academic Press, London.
6. Ford, D. (1998) Managing Business Relationships. John Wiley and Sons, Chichester.
7. Hutt, M.D. and Speh, T.W. (1995) Business Marketing Management, 5th edn. The Dryden Press, Fort Worth.
8. Johnston W.J., Lewin J.E. Organizational buying behaviour: toward an integrative framework. Journal of Business Research. 35:1996;1-15.
9. Lehmann D.R., O'Shaughnessy J. Differences in attribute importance of different industrial products. Journal of Marketing. 38(2):1974;36-42.
10. Moriarty, R.J. and Galper, M. (1978) Organizational Buying Behavior: A State-of-the-art Review and Conceptualisation. Working Paper Report No. 78-101. Marketing Science Institute, Cambridge, MA.
11. Robinson, P.J, Faris, C.W. and Wind, Y. (1967) Industrial Buying and Creative Marketing. Allyn and Bacon, Boston.
12. Sheth J.N. A model of industrial buyer behavior. Journal of Marketing. 37(October):1989;50-56.
13. Spekman R.E., Stern L.W. Environmental uncertainty and buying group structure: an empirical investigation. Journal of Marketing. 43(Spring):1979;56-64.
14. Ward, S. and Webster, F.E. (1991) Organisational buying behaviour. In Handbook of Consumer Behavior, eds Roberts and Kasserjian. Prentice-Hall, Englewood Cliffs, NJ.
15. Webster F.E. Jr., Wind Y. A general model for understanding organisational buying behavior. Journal of Marketing. 36(April):1972;12-19.