-
1
-
-
0011570477
-
Industrial buying in high‐tech markets
-
Abratt, R. (1986, “Industrial buying in high‐tech markets”, Industrial Marketing Management, Vol. 15 No. 4, pp. 293‐8.
-
(1986)
Industrial Marketing Management
, vol.15
, Issue.4
, pp. 293-298
-
-
Abratt, R.1
-
5
-
-
0010777072
-
Organizational size and buying influences
-
(February
-
Bellizzi, J.A. (1981, “Organizational size and buying influences”, Industrial Marketing Management, Vol. 10 (February), pp. 17‐21.
-
(1981)
Industrial Marketing Management
, vol.10
, pp. 17-21
-
-
Bellizzi, J.A.1
-
6
-
-
38249042833
-
New product adoption by the buying organization: who are the real influencers?
-
Berkowitz, M. (1986, “New product adoption by the buying organization: who are the real influencers?”, Industrial Marketing Management, Vol. 15 No. 1, pp. 33‐43.
-
(1986)
Industrial Marketing Management
, vol.15
, Issue.1
, pp. 33-43
-
-
Berkowitz, M.1
-
7
-
-
3543076267
-
Buying behaviour in Ireland’s public sector
-
Bradley, F.M. (1977, “Buying behaviour in Ireland’s public sector”, Industrial Marketing Management, Vol. 6 No. 4, pp. 251‐8.
-
(1977)
Industrial Marketing Management
, vol.6
, Issue.4
, pp. 251-258
-
-
Bradley, F.M.1
-
8
-
-
0000152645
-
Being in the right place: a structural analysis of individual influence in an organization
-
March
-
Brass, D. (1984, “Being in the right place: a structural analysis of individual influence in an organization”, Administrative Science Quarterly, Vol. 29, March, pp. 518‐39.
-
(1984)
Administrative Science Quarterly
, vol.29
, pp. 518-539
-
-
Brass, D.1
-
9
-
-
0642376919
-
Charting the industrial buying stream
-
Brown, H.E. and Brucker, R.W. (1990, “Charting the industrial buying stream”, Industrial Marketing Management, Vol. 19 No. 1, pp. 55‐61.
-
(1990)
Industrial Marketing Management
, vol.19
, Issue.1
, pp. 55-61
-
-
Brown, H.E.1
Brucker, R.W.2
-
10
-
-
0011606447
-
A phase‐differentiated interaction approach to industrial marketing decisions
-
Buckhaus, K. and Gunter, B. (1976, “A phase‐differentiated interaction approach to industrial marketing decisions”, Industrial Marketing Management, Vol. 5 No. 4, pp. 255‐70.
-
(1976)
Industrial Marketing Management
, vol.5
, Issue.4
, pp. 255-270
-
-
Buckhaus, K.1
Gunter, B.2
-
11
-
-
0004097579
-
-
Prentice‐Hall, Englewood Cliffs, NJ
-
Burt, D.N. (1984, Proactive Procurement, Prentice‐Hall, Englewood Cliffs, NJ.
-
(1984)
Proactive Procurement
-
-
Burt, D.N.1
-
12
-
-
46549103443
-
An interaction approach to organizational buying behavior
-
February
-
Campbell, N.C.G. (1985, “An interaction approach to organizational buying behavior”, Journal of Business Research, Vol. 13, February, pp. 35‐48.
-
(1985)
Journal of Business Research
, vol.13
, pp. 35-48
-
-
Campbell, N.C.G.1
-
13
-
-
84925927193
-
Situational segmentation of industrial markets
-
Cardozo, R.N. (1980, “Situational segmentation of industrial markets”, European Journal of Marketing, Vol. 14 No. 5/6, pp. 265‐76.
-
(1980)
European Journal of Marketing
, vol.14
, Issue.5
, pp. 265-276
-
-
Cardozo, R.N.1
-
14
-
-
0001720889
-
-
CBI Publishing, Boston, MA
-
Corey, R.E. (1978a, Procurement Management: Strategy, Organization, and Decision Making, CBI Publishing, Boston, MA.
-
(1978)
Procurement Management: Strategy, Organization, and Decision Making
-
-
Corey, R.E.1
-
15
-
-
0010739632
-
-
Report 78‐106., The Marketing Science Institute, Cambridge, MA
-
Corey, R.E. (1978b, The Organizational Context of Industrial Buyer Behavior, The Marketing Science Institute, Cambridge, MA, Report No. 78‐106.
-
(1978)
The Organizational Context of Industrial Buyer Behavior
-
-
Corey, R.E.1
-
16
-
-
0346172638
-
Critical factors in worldwide purchasing
-
November‐December
-
Davis, H.L., Eppen, G.D. and Mattson, L.G. (1974, “Critical factors in worldwide purchasing”, Harvard Business Review, Vol. 52, November‐December, pp. 81‐90.
-
(1974)
Harvard Business Review
, vol.52
, pp. 81-90
-
-
Davis, H.L.1
Eppen, G.D.2
Mattson, L.G.3
-
17
-
-
0003953065
-
-
McGraw‐Hill, N.Y
-
Dobbler, D.W., Lee, L. Jr and Burt, D.N. (1990, Purchasing and Materials Management: Text and Cases, McGraw‐Hill, N.Y.
-
(1990)
Purchasing and Materials Management: Text and Cases
-
-
Dobbler, D.W.1
Lee, L.J.2
Burt, D.N.3
-
18
-
-
0001380781
-
Characteristics of organizational environment and perceived environmental uncertainty
-
September
-
Duncan, R.B. (1972, “Characteristics of organizational environment and perceived environmental uncertainty”, Administrative Science Quarterly, Vol. 17, September, pp. 313‐27.
-
(1972)
Administrative Science Quarterly
, vol.17
, pp. 313-327
-
-
Duncan, R.B.1
-
19
-
-
19344368554
-
Marketing to associations that specify or approve industrial products
-
Easton, G. and Latham, B. (1980, “Marketing to associations that specify or approve industrial products”, Industrial Marketing Management, Vol. 9 No. 3, pp. 223‐9.
-
(1980)
Industrial Marketing Management
, vol.9
, Issue.3
, pp. 223-229
-
-
Easton, G.1
Latham, B.2
-
22
-
-
0542405250
-
Exploring environmental influences in organizational buying
-
Gronhaug, K. (1976, “Exploring environmental influences in organizational buying”, Journal of Marketing Research, Vol. 13 No. 3, pp. 225‐9.
-
(1976)
Journal of Marketing Research
, vol.13
, Issue.3
, pp. 225-229
-
-
Gronhaug, K.1
-
24
-
-
0026169318
-
Ergonomics in organizational design and management
-
Hendrick, W.H. (1991, “Ergonomics in organizational design and management”, Ergonomics, Vol. 34, pp. 743‐56.
-
(1991)
Ergonomics
, vol.34
, pp. 743-756
-
-
Hendrick, W.H.1
-
25
-
-
0003033641
-
The nature of industrial buying decisions
-
October
-
Hill, R.W. (1972, “The nature of industrial buying decisions”, Industrial Marketing Management, Vol. 2, October, pp. 45‐55.
-
(1972)
Industrial Marketing Management
, vol.2
, pp. 45-55
-
-
Hill, R.W.1
-
27
-
-
0038779820
-
Decision making in the corporate industrial buying process
-
June
-
Hillier, T.J. (1975, “Decision making in the corporate industrial buying process”, Industrial Marketing Management, Vol. 4, June, pp. 99‐106.
-
(1975)
Industrial Marketing Management
, vol.4
, pp. 99-106
-
-
Hillier, T.J.1
-
28
-
-
0002545059
-
Purchasing agents’ perceptions of industrial buying center influence: a situational approach
-
Jackson, D.W., Keith, J.E. and Burdick, R.K. (1984, “Purchasing agents’ perceptions of industrial buying center influence: a situational approach”, Journal of Marketing, Vol. 48 No. 4, pp. 75‐83.
-
(1984)
Journal of Marketing
, vol.48
, Issue.4
, pp. 75-83
-
-
Jackson, D.W.1
Keith, J.E.2
Burdick, R.K.3
-
29
-
-
0001097140
-
The buying center: structure and interaction patterns
-
Johnston, W.J. and Bonoma, T.V. (1981a, “The buying center: structure and interaction patterns”, Journal of Marketing, Vol. 45 No. 3, pp. 143‐56.
-
(1981)
Journal of Marketing
, vol.45
, Issue.3
, pp. 143-156
-
-
Johnston, W.J.1
Bonoma, T.V.2
-
30
-
-
0011591783
-
Purchase process for capital equipment and services
-
Johnston, W.J. and Bonoma, T.V. (1981b, “Purchase process for capital equipment and services”, Industrial Marketing Management, Vol. 10 No. 4, pp. 253‐64.
-
(1981)
Industrial Marketing Management
, vol.10
, Issue.4
, pp. 253-264
-
-
Johnston, W.J.1
Bonoma, T.V.2
-
31
-
-
0001977967
-
The influence of product complexity on the purchasing structure
-
Kotteaku, A.G., Laios, L.G. and Moschuris, S.J. (1995, “The influence of product complexity on the purchasing structure”, Omega, Vol. 23 No.1, pp. 27‐39.
-
(1995)
Omega
, vol.23
, Issue.1
, pp. 27-39
-
-
Kotteaku, A.G.1
Laios, L.G.2
Moschuris, S.J.3
-
32
-
-
3543061067
-
An investigation into the structure of the purchasing function of state‐controlled enterprises
-
Laios, L. and Xideas, E. (1994a, “An investigation into the structure of the purchasing function of state‐controlled enterprises”, Journal of Business Research, Vol. 26 No. 1, pp. 13‐21.
-
(1994)
Journal of Business Research
, vol.26
, Issue.1
, pp. 13-21
-
-
Laios, L.1
Xideas, E.2
-
33
-
-
3543104254
-
An empirical comparison of institutional and industrial purchasing structure
-
Laios, L. and Xideas E. (1994b, “An empirical comparison of institutional and industrial purchasing structure”, European Journal of Marketing, Vol. 28 No. 4, pp. 20‐38.
-
(1994)
European Journal of Marketing
, vol.28
, Issue.4
, pp. 20-38
-
-
Laios, L.1
-
34
-
-
0024796071
-
In search of rationality: the purposes behind the use of formal analysis in organizations
-
Langley, A. (1989, “In search of rationality: the purposes behind the use of formal analysis in organizations”, Administrative Science Quarterly, Vol. 34 No. 4, pp. 598‐631.
-
(1989)
Administrative Science Quarterly
, vol.34
, Issue.4
, pp. 598-631
-
-
Langley, A.1
-
35
-
-
0003853336
-
-
Irwin, Homewood, IL
-
Lawrence, P.R. and Lorsch, J.W. (1967, Organization and Environment: Managing Differentiation and Integration, Irwin, Homewood, IL.
-
(1967)
Organization and Environment: Managing Differentiation and Integration
-
-
Lawrence, P.R.1
Lorsch, J.W.2
-
36
-
-
0001875028
-
Decision criteria used in buying different categories of products
-
Lehmann, D.R. and O’Shaughnessy, J. (1982, “Decision criteria used in buying different categories of products”, Journal of Purchasing and Materials Management, Vol. 18 No. 2, pp. 9‐14.
-
(1982)
Journal of Purchasing and Materials Management
, vol.18
, Issue.2
, pp. 9-14
-
-
Lehmann, D.R.1
O’Shaughnessy, J.2
-
37
-
-
0005455166
-
An exploratory investigation of the structure of the buying center in the metalworking industry
-
Lilien, G.L. and Wong, A.M. (1984, “An exploratory investigation of the structure of the buying center in the metalworking industry”, Journal of Marketing Research, Vol. 21 No. 1, pp. 1‐11.
-
(1984)
Journal of Marketing Research
, vol.21
, Issue.1
, pp. 1-11
-
-
Lilien, G.L.1
Wong, A.M.2
-
38
-
-
84911217664
-
Identifying and evaluating the purchasing influence
-
August
-
Lister, P. (1967, “Identifying and evaluating the purchasing influence”, IMRA Journal, August, pp. 190‐9.
-
(1967)
IMRA Journal
, pp. 190-199
-
-
Lister, P.1
-
39
-
-
46549090960
-
OEM buying process for new components: purchasing and marketing implications
-
Matthyssens, P. and Faes, W. (1985, “OEM buying process for new components: purchasing and marketing implications”, Industrial Marketing Management, Vol. 14 No. 3, pp. 145‐57.
-
(1985)
Industrial Marketing Management
, vol.14
, Issue.3
, pp. 145-157
-
-
Matthyssens, P.1
Faes, W.2
-
40
-
-
0000892807
-
How to determine the composition and influence of a buying center
-
Mattson, M.R. (1988, “How to determine the composition and influence of a buying center”, Industrial Marketing Management, Vol. 17 No. 3, pp. 205‐14.
-
(1988)
Industrial Marketing Management
, vol.17
, Issue.3
, pp. 205-214
-
-
Mattson, M.R.1
-
41
-
-
0002906564
-
Buying group structure: constriction at the top
-
McCabe, D.L. (1987, “Buying group structure: constriction at the top”, Journal of Marketing, Vol. 51 No. 4, pp. 89‐98.
-
(1987)
Journal of Marketing
, vol.51
, Issue.4
, pp. 89-98
-
-
McCabe, D.L.1
-
42
-
-
0002671212
-
Novelty, complexity, and importance as causal determinants of industrial buyer behaviour
-
McQuiston, D.C. (1989, “Novelty, complexity, and importance as causal determinants of industrial buyer behaviour”, Journal of Marketing, Vol. 53 No. 2, pp. 66‐79.
-
(1989)
Journal of Marketing
, vol.53
, Issue.2
, pp. 66-79
-
-
McQuiston, D.C.1
-
43
-
-
0002021952
-
Determining buying center size
-
McWilliams, R.D., Naumann, E. and Scott, S. (1992, “Determining buying center size”, Industrial Marketing Management, Vol. 21 No. 1, pp. 43‐9.
-
(1992)
Industrial Marketing Management
, vol.21
, Issue.1
, pp. 43-49
-
-
McWilliams, R.D.1
Naumann, E.2
Scott, S.3
-
44
-
-
0000110262
-
The structure of unstructured decision processes
-
June
-
Mintzberg, H., Raisinghani, D. and Theoret, A. (1976, “The structure of unstructured decision processes”, Administrative Science Quarterly, Vol. 21, June, pp. 246‐75.
-
(1976)
Administrative Science Quarterly
, vol.21
, pp. 246-275
-
-
Mintzberg, H.1
Raisinghani, D.2
Theoret, A.3
-
45
-
-
1542548691
-
Technical manufacturing standards and the industrial marketer
-
Monthoux, P. (1977, “Technical manufacturing standards and the industrial marketer”, Industrial Marketing Management, Vol. 6 No. 4, pp. 379‐86.
-
(1977)
Industrial Marketing Management
, vol.6
, Issue.4
, pp. 379-386
-
-
Monthoux, P.1
-
46
-
-
0001386266
-
An empirical investigation of the information sources used during the industrial buying process
-
November
-
Moriarty, R.T. and Spekman, R. (1984, “An empirical investigation of the information sources used during the industrial buying process”, Journal of Marketing Research, Vol. 21, November, pp. 137‐47.
-
(1984)
Journal of Marketing Research
, vol.21
, pp. 137-147
-
-
Moriarty, R.T.1
Spekman, R.2
-
47
-
-
3543111348
-
A macro contingency approach to the study of purchasing behaviour
-
Naumann, E. and Kim, J.C. (1986, “A macro contingency approach to the study of purchasing behaviour”, Journal of Purchasing and Materials Management, Vol. 22 No. 4, pp. 21‐7.
-
(1986)
Journal of Purchasing and Materials Management
, vol.22
, Issue.4
, pp. 21-27
-
-
Naumann, E.1
Kim, J.C.2
-
48
-
-
0010924557
-
The purchase of components: functional areas of influence
-
May
-
Naumann, E., Lincoln, D.J. and McWilliams, R.D. (1984, “The purchase of components: functional areas of influence”, Industrial Marketing Management, Vol. 13, May, pp. 113‐22.
-
(1984)
Industrial Marketing Management
, vol.13
, pp. 113-122
-
-
Naumann, E.1
Lincoln, D.J.2
McWilliams, R.D.3
-
49
-
-
0003116555
-
Performance outcomes of purchasing arrangements in industrial buyer‐vendor relationships
-
Noordwier, T.G., John, G. and Nevin, J.R. (1990, “Performance outcomes of purchasing arrangements in industrial buyer‐vendor relationships”, Journal of Marketing, Vol. 54 No. 4, pp. 80‐93.
-
(1990)
Journal of Marketing
, vol.54
, Issue.4
, pp. 80-93
-
-
Noordwier, T.G.1
John, G.2
Nevin, J.R.3
-
50
-
-
38249039790
-
Which buying decisions are made by individuals and not by groups?
-
Patton III, W.E., Puto, C.P. and King, R.H. (1986, “Which buying decisions are made by individuals and not by groups?”, Industrial Marketing Management, Vol. 15 No. 2, pp. 129‐38.
-
(1986)
Industrial Marketing Management
, vol.15
, Issue.2
, pp. 129-138
-
-
Patton III, W.E.1
Puto, C.P.2
King, R.H.3
-
51
-
-
0004017616
-
-
Allyn & Bacon, Boston, MA
-
Robinson, P.J., Farris, C. and Wind, Y. (1967, Industrial Buying and Creative Marketing, Allyn & Bacon, Boston, MA.
-
(1967)
Industrial Buying and Creative Marketing
-
-
Robinson, P.J.1
Farris, C.2
Wind, Y.3
-
52
-
-
33845761002
-
Buying in a matrix organization
-
Robles, F. (1984, “Buying in a matrix organization”, Industrial Marketing Management, Vol. 13 No. 3, pp. 201‐8.
-
(1984)
Industrial Marketing Management
, vol.13
, Issue.3
, pp. 201-208
-
-
Robles, F.1
-
53
-
-
0002027054
-
Industrial buying behavior and the motor carrier selection decision
-
February
-
Saleh, F. and LaLonde, B. (1972, “Industrial buying behavior and the motor carrier selection decision”, Journal of Purchasing, Vol. 8, February, pp. 18‐33.
-
(1972)
Journal of Purchasing
, vol.8
, pp. 18-33
-
-
Saleh, F.1
LaLonde, B.2
-
54
-
-
0002946881
-
A model of industrial buyer behavior
-
October
-
Sheth, J.N. (1973, “A model of industrial buyer behavior”, Journal of Marketing, Vol. 37, October, pp. 50‐6.
-
(1973)
Journal of Marketing
, vol.37
, pp. 50-56
-
-
Sheth, J.N.1
-
55
-
-
27844531563
-
Organisational decision making and industrial marketing
-
Smith, D. and Taylor, R. (1985, “Organisational decision making and industrial marketing”, European Journal of Marketing, Vol. 19 No. 7, pp. 56‐71.
-
(1985)
European Journal of Marketing
, vol.19
, Issue.7
, pp. 56-71
-
-
Smith, D.1
Taylor, R.2
-
56
-
-
84950100747
-
Conceptual and methodological issues in buying centre research
-
Spekman, R.E. and Gronhaug, K. (1986, “Conceptual and methodological issues in buying centre research”, European Journal of Marketing, Vol. 20 No. 7, pp. 50‐63.
-
(1986)
European Journal of Marketing
, vol.20
, Issue.7
, pp. 50-63
-
-
Spekman, R.E.1
Gronhaug, K.2
-
57
-
-
0002466726
-
Environmental uncertainty and buying group structure: an empirical investigation
-
Spekman, R.E. and Stern, L.W. (1979, “Environmental uncertainty and buying group structure: an empirical investigation”, Journal of Marketing, Vol. 43 No. 2, pp. 54‐64.
-
(1979)
Journal of Marketing
, vol.43
, Issue.2
, pp. 54-64
-
-
Spekman, R.E.1
Stern, L.W.2
-
58
-
-
38249037556
-
The industrial purchase decision for professional services
-
Stock, J.R. and Zinszer, P.H. (1987, “The industrial purchase decision for professional services”, Journal of Business Research, Vol. 15 No. 1, pp. 1‐16.
-
(1987)
Journal of Business Research
, vol.15
, Issue.1
, pp. 1-16
-
-
Stock, J.R.1
Zinszer, P.H.2
-
60
-
-
3543061066
-
The changing face of purchasing
-
March
-
Tiersten, S. (1989, “The changing face of purchasing”, Electronic Business, March, pp. 22‐7.
-
(1989)
Electronic Business
, pp. 22-27
-
-
Tiersten, S.1
-
62
-
-
0002535012
-
Trade‐offs under uncertainty: implications for industrial purchasers
-
Tullous, R. and Munson, J.M. (1991, “Trade‐offs under uncertainty: implications for industrial purchasers”, International Journal of Purchasing and Materials Management, Vol. 27 No. 3, pp. 24‐31.
-
(1991)
International Journal of Purchasing and Materials Management
, vol.27
, Issue.3
, pp. 24-31
-
-
Tullous, R.1
Munson, J.M.2
-
63
-
-
58449129890
-
A transaction cost approach to make‐or‐buy decisions
-
Walker, G. and Weber, D. (1984, “A transaction cost approach to make‐or‐buy decisions”, Administrative Science Quarterly, Vol. 29 No. 3, pp. 373‐91.
-
(1984)
Administrative Science Quarterly
, vol.29
, Issue.3
, pp. 373-391
-
-
Walker, G.1
Weber, D.2
-
64
-
-
0002357432
-
Management science in industrial marketing
-
Webster Jr, F.E. (1979, “Management science in industrial marketing”, Journal of Marketing, Vol. 42 No. 1, pp. 21‐7.
-
(1979)
Journal of Marketing
, vol.42
, Issue.1
, pp. 21-27
-
-
Webster Jr, F.E.1
-
65
-
-
0001921419
-
A general model for understanding organizational buying behavior
-
April
-
Webster Jr, F.E. and Wind, Y. (1972, “A general model for understanding organizational buying behavior”, Journal of Marketing, Vol. 36, April, pp. 12‐9.
-
(1972)
Journal of Marketing
, vol.36
, pp. 12-19
-
-
Webster Jr, F.E.1
Wind, Y.2
-
66
-
-
0001470630
-
Transaction cost economics: the governance of contractual relations
-
Williamson, O.E. (1979, “Transaction cost economics: the governance of contractual relations”, Journal of Law and Economics, Vol. 22 No. 2, pp. 233‐61.
-
(1979)
Journal of Law and Economics
, vol.22
, Issue.2
, pp. 233-261
-
-
Williamson, O.E.1
-
67
-
-
0010875778
-
Observations of centralized corporate procurement
-
August
-
Woodside, A.G. and Samuel, D.M. (1981, “Observations of centralized corporate procurement”, Industrial Marketing Management, Vol. 10, August, pp. 191‐205.
-
(1981)
Industrial Marketing Management
, vol.10
, pp. 191-205
-
-
Woodside, A.G.1
Samuel, D.M.2
|