Research graph
References from Toward a model of business-to-business marketing communications effects. Local targets link to admitted publications; unresolved targets remain external evidence.
TV Gets Top Ratings From Business Marketers
1993 · External reference
The Effectiveness of Industrial Print Advertisements Across Product Categories
10.2307/3150527 · 1980 · External reference
Copy Testing Industrial Advertising: Methods and Measures
1986 · External reference
The Importance of Advertising and the Relative Lack of Research
1994 · External reference
Industrial Advertising Budget Approaches in the U.K.
10.1016/0019-8501(89)90004-7 · 1989 · External reference
Industrial Marketing Communications: Present Status and Research Needs
1981 · External reference
Issues in Industrial Marketing Communications Research
1981 · External reference
Tangible versus Intangible Copy in Industrial Print Advertising
10.1016/0019-8501(94)90017-5 · 1994 · External reference
Rating Industrial Advertisements
10.1016/0019-8501(84)90007-5 · 1984 · External reference
Seven Reasons Why Business/Industrial Copy is Different
1995 · External reference
Transformational Advertising: Current State of the Art
1990 · External reference
The Memory Impact of Commercials Varying in Emotional Appeal and Product Involvement
1990 · External reference
An Empirical Investigation of the Information Sources Used During the Industrial Buying Process
10.2307/3151696 · 1984 · External reference
The Power of Feelings in Understanding Advertising Effects
10.1086/209124 · 1987 · External reference
How Does Motivation Moderate the Impact of Central and Peripheral Processing on Brand Attitudes and Intentions?
10.1086/209278 · 1992 · External reference
Unresolved reference
1986 · External reference
The Locus and Basis of Influence in Organizational Decisions
10.1016/0030-5073(74)90014-2 · 1974 · External reference
Organizational Buying Behavior
1991 · External reference
Unresolved reference
1991 · External reference
Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement
10.1086/208954 · 1983 · External reference
Comparison of Business-to-Business Advertising: The United States and the United Kingdom
10.1016/0019-8501(94)90012-4 · 1994 · External reference
Information Processing from Advertisements: Toward an Integrative Framework
10.2307/1251376 · 1989 · External reference
The Role of Involvement in Attention and Comprehension Processes
10.1086/209158 · 1988 · External reference
Novelty, Complexity and Importance as Causal Determinants of Industrial Buyer Behavior
10.2307/1251414 · 1989 · External reference
A Framework for Conceptualizing and Measuring the Involvement Construct in Advertising Research
10.1080/00913367.1990.10673198 · 1991 · External reference
A Reward Measurement Model of Organizational Buying Behavior
10.2307/1251561 · 1985 · External reference
The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying
10.1016/0148-2963(91)90026-t · 1991 · External reference
Organizational Size and Buying Influences
10.1016/0019-8501(81)90023-7 · 1981 · External reference
The Buying Center: Structure and Interaction Patterns
10.2307/1251549 · 1981 · External reference
Unresolved reference
1977 · External reference
Antecedents and Consequences of Attitude toward the Ad: A Meta-analysis
10.1086/209284 · 1992 · External reference
10.1016/0019-8501(94)00035-u · 1995 · Admitted local publication
Predispositions and the Comparative Effectiveness of Rational, Emotional and Discrepant Appeals for Both High and Low Involvement Products
10.1007/bf02721951 · 1987 · External reference
Mood and Memory
10.1037/0003-066x.36.2.129 · 1981 · External reference
Vested Interest as a Moderator of Attitude-Behavior Consistency
10.1037/0022-3514.43.2.210 · 1982 · External reference
Dimensions of Consumer Expertise
10.1086/209080 · 1987 · External reference
Product Familiarity and Learning New Information
10.1086/208990 · 1984 · External reference
Unresolved reference
1989 · External reference
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective
10.1086/208570 · 1991 · External reference
