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An interaction approach to organizational buying behavior

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  • Campbell, N. C. G.

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  • Campbell, N. C. G., 1985. "An interaction approach to organizational buying behavior," Journal of Business Research, Elsevier, vol. 13(1), pages 35-48, February.
    • Handle: RePEc:eee:jbrese:v:13:y:1985:i:1:p:35-48
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    Cited by:

    1. Terho, Harri & Halinen, Aino, 2007. "Customer portfolio analysis practices in different exchange contexts," Journal of Business Research, Elsevier, vol. 60(7), pages 720-730, July.
    2. Sriram, Ven & Stump, Rodney, 2004. "Information technology investments in purchasing: an empirical investigation of communications, relationship and performance outcomes," Omega, Elsevier, vol. 32(1), pages 41-55, February.
    3. Ojansivu, Ilkka & Laari-Salmela, Sari & Hermes, Jan, 2022. "The social impact of the Nokia-Elcoteq business relationship: Examining the consequences of legitimating relationship norms," Journal of Business Research, Elsevier, vol. 149(C), pages 193-206.
    4. Hoffmann, Antje & Herstatt, Cornelius, 2005. "Service provider - customer interactions: Key to success of innovative services," Working Papers 30, Hamburg University of Technology (TUHH), Institute for Technology and Innovation Management.
    5. Lindblom, Arto & Olkkonen, Rami, 2008. "An analysis of suppliers’ roles in category management collaboration," Journal of Retailing and Consumer Services, Elsevier, vol. 15(1), pages 1-8.
    6. Flávia de Holanda Schmidt Squeff & Lucas Rocha Soares de Assis, 2015. "The Defense Industry in Brazil: Characteristics and Involvement of Supplier Firms," Discussion Papers 0195, Instituto de Pesquisa Econômica Aplicada - IPEA.
    7. Lehmann, Erik & Neuberger, Doris, 1998. "SME Loan Pricing and Lending Relationships in Germany: A New Look," Thuenen-Series of Applied Economic Theory 18, University of Rostock, Institute of Economics.
    8. Chen, Shieh-Liang & Liang, Hao-An, 2014. "Cause mapping of simple and complex marketing strategies," Journal of Business Research, Elsevier, vol. 67(1), pages 2867-2876.
    9. Kotteaku, A. G. & Laios, L. G. & Moschuris, S. J., 1995. "The influence of product complexity on the purchasing structure," Omega, Elsevier, vol. 23(1), pages 27-39, February.
    10. Backhaus, Klaus & Bröker, Ole & Brüne, Philipp & Gausling, Philipp, 2013. "Digitale Medien in B2B-Beschaffungsprozessen - eine explorative Untersuchung," EconStor Preprints 80715, ZBW - Leibniz Information Centre for Economics.
    11. Palmer, Adrian J., 1995. "Relationship marketing: Local implementation of a universal concept," International Business Review, Elsevier, vol. 4(4), pages 471-481.
    12. Simpson, James T. & Wren, Brent M., 1997. "Buyer-seller relationships in the wood products industry," Journal of Business Research, Elsevier, vol. 39(1), pages 45-51, May.
    13. Kouchtch, Sergei P. & Smirnova, Maria M. & Krotov, Konstantin V. & Starkov, Andrey G., 2006. "Managing relationships in Russian companies: Results of an empirical study," Working Papers 861, Graduate School of Management, St. Petersburg State University.
    14. Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
    15. Chebat, Jean-Charles & Davidow, Moshe & Borges, Adilson, 2011. "More on the role of switching costs in service markets: A research note," Journal of Business Research, Elsevier, vol. 64(8), pages 823-829, August.
    16. Claycomb, Cindy & Frankwick, Gary L., 2005. "The dynamics of buyers' perceived costs during a relationship development process: an empirical assessment," Journal of Business Research, Elsevier, vol. 58(12), pages 1662-1671, December.
    17. Santos, Jose Novais & Baptista, Cristina Sales, 2016. "Information exchange within horizontal relationships: A fuzzy-set approach to companies' characteristics role," Journal of Business Research, Elsevier, vol. 69(11), pages 5255-5260.
    18. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
    19. Makkonen, Hannu & Olkkonen, Rami & Halinen, Aino, 2012. "Organizational buying as muddling through: A practice–theory approach," Journal of Business Research, Elsevier, vol. 65(6), pages 773-780.

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