Constructing thick descriptions of marketers' and buyers' decision processes in business-to-business relationships

Journal of Business and Industrial Marketing

Volumn 15, Issue 5, 2000, Pages 354-369

  Woodside, Arch G ^a   Wilson, Elizabeth J ^b  

^a TULANE UNIVERSITY   (United States)

^b LOUISIANA STATE UNIVERSITY   (United States)

Author keywords

Business to business marketing; Channel relations; Decision making; Marketing research

Indexed keywords

EID: 0242288438     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620010345686     Document Type: Article

References (29)

1. Bauer, R.A. (1967), "Consumer behavior as risk taking", in Cox, D.F. (Ed.), Risk Taking and Information Handling in Consumer Behavior, Harvard University, Boston, MA.
2. Bettman, J.R. (1970), "Information processing models of consumer behavior", Journal of Marketing Research, Vol. 7 No. 3, pp. 370-6.
3. Bettman, J.R. (1971), "A graph theory approach to comparing consumer information processing models", Management Science 18, Part 2, December, pp. 114-28.
4. Bettman, J.R. (1979), An Information Processing Theory of Consumer Choice, Addison-Wesley, Reading, MA.
5. Biemans, W.G. (1989), Developing Innovations within Networks, University of Groningen Press, Groningen.
6. Browne, J. (1973), The Used Car Game, D.C. Heath, Lexington, MA.
7. Browne, J. (1976), "The used car game", in Golden, M.P. (Ed.), The Research Experience, Peacock, Itasca, IL.
8. Campbell, D.T. (1965), "Variation and selective retention in socio-cultural evolution", in Barringer, H.R., Blanksten, G.I. and Mack, R. (Eds), Social Change in Developing Areas, Schenkman, Cambridge, MA, pp. 19-49.
9. Capon, N. and Hulbert, J. (1975), "Decision systems analysis in industrial marketing", Industrial Marketing Management, Vol. 4 No. 2, pp. 143-60.
10. Choffray, J-M. and Lilien, G.L. (1978), "Assessing response to industrial marketing strategy", Journal of Marketing, Vol. 42 No. 2, pp. 20-31.
11. Cox, D.F. (1967), "Risk handling in consumer behavior - an intensive study of two cases", in Cox, D.F. (Ed.), Risk Taking and Information Handling in Consumer Behavior, Harvard University, Boston, MA.
12. Geertz, C. (1973), The Interpretation of Cultures, Basic Books, New York, NY.
13. Gladwin, C.H. (1989), Ethnographic Decision Tree Modeling, Sage Publications, Newbury Park, CA.
14. Howard, J.A. and Morgenroth, W.M. (1968), "Information processing model of executive decision", Management Science, Vol. 14, March, pp. 416-28.
15. Howard, J.A., James, H. and Parley, J.U. (1975), "Organizational analysis and information-systems design: a decision-process perspective", Journal of Business Research, Vol. 3 No. 2, pp. 133-48.
16. Huff, A.S. (Ed.) (1990), Mapping Strategic Thought, John Wiley & Sons, Chichester.
17. Mintzberg, H. (1979), "An emerging strategy of 'direct' research", Administrative Science Quarterly, Vol. 24 No. 4, pp. 582-90.
18. Montgomery, D.B. (1975), "New product distribution: an analysis of supermarket buyer decisions", Journal of Marketing Research, Vol. 12, August, pp. 255-64.
19. Morgenroth, W.M. (1964), "A method for understanding price determinants", Journal of Marketing Research, Vol. 1 No. 3, pp. 17-26.
20. Nutt, P.C. (1993), "The formulation processes and tactics used in organizational decision making", Organization Science, Vol. 4 No. 2, pp. 226-51.
21. Nutt, P.C. (1998), "Framing strategic decisions", Organization Science, Vol. 9 No. 2, pp. 195-216.
22. Payne, J.W., Bettman, J.R. and Johnson, E.J. (1993), The Adaptive Decision Maker, Cambridge University Press, Cambridge.
23. Sanday, P.R. (1979), "The ethnographic paradigm(s)", Administrative Science Quarterly, Vol. 24 No. 4, pp. 527-38.
24. Senge, P. (1990), The Fifth Discipline, Doubleday, New York, NY.
25. van Someren, M.W., Barnard, Y.F. and Sandberg, J.A.C. (1994), The Think Aloud Method, Academic Press, London.
26. Weick, K.E. (1979), The Social Psychology of Organizing, McGraw-Hill, New York, NY.
27. Weick, K.E. (1995), Sensemaking in Organizations, Sage Publications, Thousand Oaks, CA.
28. Weitz, B.A., Sujan, H. and Sujan, M. (1986), "Knowledge, motivation, and adaptive behavior: a framework for improving selling effectiveness," Journal of Marketing, Vol. 50 No. 4, pp. 174-91.
29. Wind, Y. and Cardozo, R.N. (1974), "Industrial market segmentation", Industrial Marketing Management, Vol. 3, May, pp. 153-65.