Research graph
References from When the purchasing agent is a committee: Implications for industrial marketing. Local targets link to admitted publications; unresolved targets remain external evidence.
Industrial Buying in High-Tech Markets
10.1016/0019-8501(86)90021-0 · 1986 · External reference
A Reward/Measurement Model of Organizational Buying Behavior
10.2307/1251561 · 1985 · External reference
Interdepartmental Conflict in Organizational Buying: The Impact of the Organizational Context
10.2307/3172804 · 1991 · External reference
Forty Key Checkpoints
1988 · External reference
Unresolved reference
1978 · External reference
Conflict in the Buying Center: A Study of Organizational Buying Behavior
1986 · External reference
Taxonomy of Buying Decision Approaches
10.2307/1252056 · 1993 · External reference
Unresolved reference
1969 · External reference
Unresolved reference
1986 · External reference
An Empirical Analysis of Buyer Uncertainty in Organizational Purchasing
1993 · External reference
How Organizational Buyers Reduce Risk
10.1016/0019-8501(93)90019-4 · 1993 · External reference
Unresolved reference
1981 · External reference
The Effect of Approved Vendor Lists on Industrial Marketing
1988 · External reference
The Use of Approved Vendor Lists
10.1016/0019-8501(86)90025-8 · 1986 · External reference
Industrial Buying Behavior: A State of the Art Review
1981 · External reference
Purchase Process for Capital Equipment and Services
10.1016/0019-8501(81)90033-x · 1981 · External reference
Influences on Industrial Buyers' Choice of Products: Effects of Product Application, Product Type, and Buying Environment
1994 · External reference
Men and Women in Industrial Sales: Satisfaction and Outcomes
10.1016/0019-8501(92)90028-r · 1992 · External reference
Individual and Joint Decision-Making in Industrial Purchasing
1988 · External reference
Determinants of Influence in Organizational Buying: A Contingency Approach
10.2307/1251342 · 1989 · External reference
An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry
10.2307/3151787 · 1984 · External reference
Characteristics of the Principle Influencer in Organizational Buying Committees
1989 · External reference
Novelty, Complexity, and Importance as Causal Determinants of Industrial Buying Behavior
10.2307/1251414 · 1989 · External reference
Differences in Evaluation of Industrial Product and Supplier Selection Characteristics by Organizational Role (Buyers vs. Engineers) and Stage in the Buying Process (Before and After Interaction)
1980 · External reference
Managing End User Computing
1988 · External reference
The Use of Approved Vendor Lists
10.1111/j.1745-493x.1991.tb00532.x · 1991 · External reference
Unresolved reference
1967 · External reference
A Model of Industrial Buying Behavior
10.2307/1250358 · 1973 · External reference
Measuring Influence in Organizational Purchase Decisions
10.2307/3151617 · 1982 · External reference
Unresolved reference
1993 · External reference
Unresolved reference
1972 · External reference
10.2307/1249195
10.2307/1249195 · External reference
Pooling Industries in Personal Selling Research: Help or Hindrance
1994 · External reference
Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying
10.2307/3172785 · 1991 · External reference
