-
1
-
-
0002122931
-
Industrial purchasing: An empirical exploration of the buyclass framework
-
E. Anderson W. Chu B. Weitz Industrial purchasing: An empirical exploration of the buyclass framework J. Mark. 51 1987 71-86
-
(1987)
J. Mark.
, vol.51
, pp. 71-86
-
-
Anderson, E.1
Chu, W.2
Weitz, B.3
-
3
-
-
21144480256
-
Antecedents and consequences of salesperson job satisfaction: Meta-analysis and assessment of causal effects
-
February
-
S.P. Brown R.A. Peterson Antecedents and consequences of salesperson job satisfaction: Meta-analysis and assessment of causal effects J. Mark. Res. 30 1993 63-77 February
-
(1993)
J. Mark. Res.
, vol.30
, pp. 63-77
-
-
Brown, S.P.1
Peterson, R.A.2
-
4
-
-
0032341529
-
A meta-analysis of relationships between ad evoked feelings and advertising responses
-
February
-
S.P. Brown P.M. Homer J. Inman A meta-analysis of relationships between ad evoked feelings and advertising responses J. Mark. Res. 35 1998 114-126 February
-
(1998)
J. Mark. Res.
, vol.35
, pp. 114-126
-
-
Brown, S.P.1
Homer, P.M.2
Inman, J.3
-
5
-
-
21144470007
-
Taxonomy of buying decision approaches
-
M.D. Bunn Taxonomy of buying decision approaches J. Mark. 57 1993 38-56
-
(1993)
J. Mark.
, vol.57
, pp. 38-56
-
-
Bunn, M.D.1
-
6
-
-
0033236256
-
Buyer-seller relationships in business markets
-
November
-
J.P. Cannon W.D. Perrault Buyer-seller relationships in business markets J. Market. Res. 36 1999 439-460 November
-
(1999)
J. Market. Res.
, vol.36
, pp. 439-460
-
-
Cannon, J.P.1
Perrault, W.D.2
-
7
-
-
0002337734
-
Determinants of pre-purchase information search effort for management consulting services
-
P.L. Dawes G.R. Dowling P.G. Patterson Determinants of pre-purchase information search effort for management consulting services J. Bus.-Bus. Mark. 1 1 1993 31-61
-
(1993)
J. Bus.-Bus. Mark.
, vol.1
, Issue.1
, pp. 31-61
-
-
Dawes, P.L.1
Dowling, G.R.2
Patterson, P.G.3
-
8
-
-
21344477205
-
Decision-making time in organizational buying behavior: An investigation of its antecedents
-
R.R. Dholakia J.L. Johnson A.J. Della-Britta N. Sholakia Decision-making time in organizational buying behavior: An investigation of its antecedents J. Acad. Mark. Sci. 21 4 1993 281-292
-
(1993)
J. Acad. Mark. Sci.
, vol.21
, Issue.4
, pp. 281-292
-
-
Dholakia, R.R.1
Johnson, J.L.2
Della-Britta, A.J.3
Sholakia, N.4
-
10
-
-
0032332988
-
Designing the next study for maximum impact
-
November
-
J.U. Farley D.R. Lehmann L.H. Mann Designing the next study for maximum impact J. Mark. Res. 35 1998 496-501 November
-
(1998)
J. Mark. Res.
, vol.35
, pp. 496-501
-
-
Farley, J.U.1
Lehmann, D.R.2
Mann, L.H.3
-
11
-
-
0037490251
-
Buying center research and business marketing practice: Meeting the challenge of dynamic marketing
-
M. Ghingold D.T. Wilson Buying center research and business marketing practice: Meeting the challenge of dynamic marketing J. Bus. Ind. Mark. 13 2 1998 96-108
-
(1998)
J. Bus. Ind. Mark.
, vol.13
, Issue.2
, pp. 96-108
-
-
Ghingold, M.1
Wilson, D.T.2
-
12
-
-
0003583491
-
Statistical methods for meta-analysis
-
Orlando (FL): Academic Press
-
L.V. Hedges I. Olkin Statistical methods for meta-analysis 1985 Academic Press Orlando (FL)
-
(1985)
-
-
Hedges, L.V.1
Olkin, I.2
-
13
-
-
0003987961
-
Methods of meta-analysis: Correcting error and bias in research findings
-
Newbury Park (CA): Sage Publications
-
J.E. Hunter F.L. Schmidt Methods of meta-analysis: Correcting error and bias in research findings 1990 Sage Publications Newbury Park (CA)
-
(1990)
-
-
Hunter, J.E.1
Schmidt, F.L.2
-
14
-
-
0002545059
-
Purchasing agents' perceptions of industrial buying center influence: A situational approach
-
D.W. Jackson J.E. Keith R.K. Burdick Purchasing agents' perceptions of industrial buying center influence: A situational approach J. Mark. 48 1984 75-83
-
(1984)
J. Mark.
, vol.48
, pp. 75-83
-
-
Jackson, D.W.1
Keith, J.E.2
Burdick, R.K.3
-
15
-
-
0001097140
-
The buying center: Structure and interaction
-
Summer
-
W.J. Johnston T.V. Bonoma The buying center: Structure and interaction J. Mark. 45 1981 143-156 Summer
-
(1981)
J. Mark.
, vol.45
, pp. 143-156
-
-
Johnston, W.J.1
Bonoma, T.V.2
-
16
-
-
23044525488
-
The effects of downsizing on organizational buying behavior: An empirical examination
-
Spring
-
J.E. Lewin The effects of downsizing on organizational buying behavior: an empirical examination J. Acad. Mark. Sci. 29 2001 151-164 Spring
-
(2001)
J. Acad. Mark. Sci.
, vol.29
, pp. 151-164
-
-
Lewin, J.E.1
-
17
-
-
0642368226
-
Marketing innovative technology to institutional buyers in educational settings
-
J.E. Lewin D.C. Bello Marketing innovative technology to institutional buyers in educational settings J. Bus. Ind. Mark. 12 1 1997 7-19
-
(1997)
J. Bus. Ind. Mark.
, vol.12
, Issue.1
, pp. 7-19
-
-
Lewin, J.E.1
Bello, D.C.2
-
18
-
-
0005455166
-
An exploratory investigation of the structure of the buying center in the metalworking industry
-
February
-
G.L. Lilien A.M. Wong An exploratory investigation of the structure of the buying center in the metalworking industry J. Mark. Res. 21 1984 1-11 February
-
(1984)
J. Mark. Res.
, vol.21
, pp. 1-11
-
-
Lilien, G.L.1
Wong, A.M.2
-
19
-
-
23944468215
-
Retail scanner checkout system: How buying committees functioned
-
D.B. Lund Retail scanner checkout system: How buying committees functioned Ind. Mark. Manage. 18 3 1989 179-185
-
(1989)
Ind. Mark. Manage.
, vol.18
, Issue.3
, pp. 179-185
-
-
Lund, D.B.1
-
20
-
-
22644452485
-
Theory and external validity
-
Summer
-
J.G. Lynch Theory and external validity J. Acad. Mark. Sci. 27 1999 367-376 Summer
-
(1999)
J. Acad. Mark. Sci.
, vol.27
, pp. 367-376
-
-
Lynch, J.G.1
-
21
-
-
0002906564
-
Buying group structure: Constriction at the top
-
October
-
D.L. McCabe Buying group structure: Constriction at the top J. Mark. 51 1987 89-98 October
-
(1987)
J. Mark.
, vol.51
, pp. 89-98
-
-
McCabe, D.L.1
-
22
-
-
0002671212
-
Novelty, complexity, and importance as causal determinants of industrial buyer behavior
-
April
-
D.H. McQuiston Novelty, complexity, and importance as causal determinants of industrial buyer behavior J. Mark. 53 1989 66-79 April
-
(1989)
J. Mark.
, vol.53
, pp. 66-79
-
-
McQuiston, D.H.1
-
24
-
-
0242670675
-
Buy-phase and buy-class effects on organizational risk perception and reduction in purchasing professional services
-
February
-
V.W. Mitchell Buy-phase and buy-class effects on organizational risk perception and reduction in purchasing professional services J. Bus. Ind. Mark. 13 6 1998 461-478 February
-
(1998)
J. Bus. Ind. Mark.
, vol.13
, Issue.6
, pp. 461-478
-
-
Mitchell, V.W.1
-
25
-
-
0242351510
-
Environmental turbulence and organizational buying
-
M.H. Morris S.D. Hansen L.F. Pitt Environmental turbulence and organizational buying Ind. Mark. Manage. 24 2 1995 305-315
-
(1995)
Ind. Mark. Manage.
, vol.24
, Issue.2
, pp. 305-315
-
-
Morris, M.H.1
Hansen, S.D.2
Pitt, L.F.3
-
26
-
-
0010924557
-
The purchase of components: Functional areas of influence
-
E. Naumann D.J. Lincoln R.D. McWilliams The purchase of components: functional areas of influence Ind. Mark. Manage. 13 3 1984 113-122
-
(1984)
Ind. Mark. Manage.
, vol.13
, Issue.3
, pp. 113-122
-
-
Naumann, E.1
Lincoln, D.J.2
McWilliams, R.D.3
-
27
-
-
0001062548
-
Assessing measurement error in key informant reports: A methodological note on organizational analysis in marketing
-
L.W. Phillips Assessing measurement error in key informant reports: A methodological note on organizational analysis in marketing J. Mark. Res. 17 4 1981 395-415
-
(1981)
J. Mark. Res.
, vol.17
, Issue.4
, pp. 395-415
-
-
Phillips, L.W.1
-
28
-
-
33846613947
-
The engineer and purchasing agent compared
-
November
-
J. Pingry The engineer and purchasing agent compared J. Purch. 10 1974 33-45 November
-
(1974)
J. Purch.
, vol.10
, pp. 33-45
-
-
Pingry, J.1
-
29
-
-
23944457029
-
Participation in the buying process: A vendor's perspective
-
Winter
-
R.M. Reese L.H. Stone Participation in the buying process: A vendor's perspective J. Bus. Ind. Mark. 2 1987 51-60 Winter
-
(1987)
J. Bus. Ind. Mark.
, vol.2
, pp. 51-60
-
-
Reese, R.M.1
Stone, L.H.2
-
30
-
-
0000358477
-
Measuring influence in organizational purchase decisions
-
May
-
A.J. Silk M.U. Kalwani Measuring influence in organizational purchase decisions J. Mark. Res. 2 1982 165-181 May
-
(1982)
J. Mark. Res.
, vol.2
, pp. 165-181
-
-
Silk, A.J.1
Kalwani, M.U.2
-
31
-
-
0002466726
-
Environmental uncertainty and buying group structure
-
Spring
-
R.E. Spekman L.W. Stern Environmental uncertainty and buying group structure J. Mark. 43 1979 54-64 Spring
-
(1979)
J. Mark.
, vol.43
, pp. 54-64
-
-
Spekman, R.E.1
Stern, L.W.2
-
32
-
-
0030486494
-
Controlling supplier opportunism in industrial relationships
-
November
-
R.L. Stump J.B. Heide Controlling supplier opportunism in industrial relationships J. Mark. Res. 33 1996 431-441 November
-
(1996)
J. Mark. Res.
, vol.33
, pp. 431-441
-
-
Stump, R.L.1
Heide, J.B.2
|