Research graph
References from Understanding the persuasion process between industrial buyers and sellers. Local targets link to admitted publications; unresolved targets remain external evidence.
Organizational Buying Behavior
1991 · External reference
Industrial Purchasing: An Empirical Exploration of the Buyclass Framework
10.2307/1251648 · 1987 · External reference
Unresolved reference
1981 · External reference
Buyer-Seller Interaction: A Conceptual Framework
1975 · External reference
Industrial Buying Behavior: A Need for an Integrative Approach
10.1016/0148-2963(82)90023-6 · 1982 · External reference
Unresolved reference
1992 · External reference
JIT Procurement and Relationship Marketing
10.1016/0019-8501(89)90021-7 · 1989 · External reference
Unresolved reference
1981 · External reference
The Elaboration Likelihood Model of Persuasion
10.1016/s0065-2601(08)60214-2 · 1986 · External reference
Theories of Attitude Change
1991 · External reference
Effects of Issue Involvement on Attitudes in an Advertising Context
1980 · External reference
Unresolved reference
1976 · External reference
Unresolved reference
1972 · External reference
Risk Handling Strategies in Industrial Vendor Selection Decisions
10.2307/1251179 · 1985 · External reference
An Analysis of Industrial Buyers' Risk Reducing Behavior: Some Personality Correlates
1973 · External reference
Unresolved reference
1967 · External reference
Taxonomy of Buying Decision Approaches
10.2307/1252056 · 1993 · External reference
Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach
10.2307/1251512 · 1984 · External reference
Effectiveness in Sales Interactions: A Contingency Framework
10.2307/1251723 · 1981 · External reference
Unresolved reference
1987 · External reference
Sales Pros Know the Eight Keys to Success
1994 · External reference
