Research graph
References from Organizational Buying Theories. Local targets link to admitted publications; unresolved targets remain external evidence.
Unresolved reference
1994 · External reference
Unresolved reference
1998 · External reference
Organizational Buying Behavior
10.1016/0148-2963(94)00077-8 · 1996 · External reference
Theory Transitions in Organizational Buying Behavior Research
10.1108/08858629610151271 · 1996 · External reference
The Emerging Approach in Business Strategy
10.1016/s0007-6813(05)80115-6 · 1993 · External reference
Buyer-Seller Relationships Today
10.1016/0019-8501(93)90029-7 · 1993 · External reference
Long-Term Manufacturer-Supplier Relationships
10.2307/1252010 · 1995 · External reference
Implementation Requires a Relationship Marketing Paradigm
10.1177/0092070398263006 · 1998 · External reference
The Changing Role of Marketing in the Corporation
10.2307/1251983 · 1992 · External reference
Examining the Formation of Selling Centers
1997 · External reference
Unresolved reference
1967 · External reference
Unresolved reference
External reference
Information Search in Industrial Purchase Decisions
10.1300/j033v01n02_04 · 1993 · External reference
Industrial Market Segmentation on Buying Center Purchase Responsibilities
10.1007/bf02729816 · 1989 · External reference
The Relative Importance of Choice Criteria in Organizational Buying
10.1300/j033v02n01_03 · 1995 · External reference
Industrial Buyer Behavior
1997 · External reference
Partnering Relationship Activities
10.1016/s0148-2963(96)00149-x · 1997 · External reference
The Buying Center
10.2307/1251549 · 1981 · External reference
The Participation Model
10.1300/j033v01n03_03 · 1993 · External reference
An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry
10.2307/3151787 · 1984 · External reference
Their Influence, Satisfaction, and Desire to Participate in the Next Purchase
10.1108/08858629810246805 · 1998 · External reference
An Advocacy Choice Model of Organizational Buyers’ Vendor Choice
10.2307/1251431 · 1985 · External reference
Effective Cross-Functional Sourcing Teams
1994 · External reference
An Empirical Study of Hospital Buying
10.1016/0019-8501(79)90019-1 · 1979 · External reference
How Different Buying Center Members Influence Different Purchasing Phases
1982 · External reference
How Relational Norms Affect Compliance in Industrial Buying
10.1016/s0148-2963(97)00017-9 · 1998 · External reference
10.1016/0019-8501(95)00031-5 · 1995 · Admitted local publication
Determining Buying Center Size
10.1016/0019-8501(92)90032-o · 1992 · External reference
Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying
10.2307/3172785 · 1991 · External reference
Modeling Organizational Buying as a Sequence of Decisions
10.1016/0019-8501(83)90015-9 · 1983 · External reference
Unresolved reference
External reference
Industrial Purchasing
10.2307/1251648 · 1987 · External reference
JIT Procurement and Relationships Marketing
10.1016/0019-8501(89)90021-7 · 1989 · External reference
Retailers and Suppliers Still Miles Apart
1996 · External reference
An Evaluation of the BUYGRID Analytic Framework
10.1016/0019-8501(79)90016-6 · 1979 · External reference
Testing the Buygrid Buying Process Model
1987 · External reference
Novelty, Complexity, and Importance as Causal Determinants of Industrial Buying Behavior
10.2307/1251414 · 1989 · External reference
Adding Value and Value Analysis to TQM
1996 · External reference
A Reward/Measurement Model of Organizational Buying Behavior
10.2307/1251561 · 1985 · External reference
Preferences, Intentions, and Behavior of Organizational Buyers Under Different Reward Conditions
10.1016/0148-2963(86)90013-5 · 1986 · External reference
Information Control and Influence in Emergent Buying Centers
10.2307/1251743 · 1998 · External reference
Influence Strategies in Organizational Buying
10.1300/j033v01n01_04 · 1993 · External reference
Determining Performance Appraisal Criteria for Buyers
10.1111/j.1745-493x.1988.tb00454.x · 1988 · External reference
New Product Adoption by the Buying Organization
10.1016/0019-8501(86)90042-8 · 1986 · External reference
Major Sales
1982 · External reference
Predicting Organizational Buyer Behavior
10.1108/eum0000000002745 · 1990 · External reference
How Organizational Buyers Reduce Risk
10.1016/0019-8501(93)90019-4 · 1993 · External reference
Risk Handling Strategies in Industrial Vendor Selection Decisions
10.2307/1251179 · 1985 · External reference
Developing Buyer-Seller Relationships
10.2307/1251126 · 1987 · External reference
An Analysis of the Industrial Buying Process by Means of Buying Center Communications
10.1108/eum0000000002722 · 1989 · External reference
A Case Study of Equipment Purchasing in Czechoslovakia
10.1016/0019-8501(92)90023-m · 1992 · External reference
Unresolved reference
External reference
Exploring Departmental Level Interaction Patterns in Organizational Purchasing Decisions
10.1016/s0019-8501(97)00044-8 · 1998 · External reference
Unresolved reference
1978 · External reference
Industrial Buying Behavior
10.1016/0148-2963(82)90023-6 · 1982 · External reference
