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Organizational buying behavior: Toward an integrative framework

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  • Johnston, Wesley J.
  • Lewin, Jeffrey E.

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  • 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.
    • Handle: RePEc:eee:jbrese:v:35:y:1996:i:1:p:1-15
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    1. Johnston, Wesley J. & Spekman, Robert E., 1982. "Industrial buying behavior: A need for an integrative approach," Journal of Business Research, Elsevier, vol. 10(2), pages 135-146, June.
    2. Wind, Yoram & Robertson, Thomas S., 1982. "The linking pin role in organizational buying centers," Journal of Business Research, Elsevier, vol. 10(2), pages 169-184, June.
    3. Reddy, N. Mohan & Lambert, David R. & Cort, Stanton G., 1988. "Technical specifications, product standards, and industrial buyer behavior," Journal of Business Research, Elsevier, vol. 17(4), pages 349-361, December.
    4. Kelly, J. Patrick, 1974. "Functions performed in industrial purchasing decisions with implications for marketing strategy," Journal of Business Research, Elsevier, vol. 2(4), pages 421-434, October.
    5. Graham, John L., 1986. "The problem-solving approach to negotiations in industrial marketing," Journal of Business Research, Elsevier, vol. 14(6), pages 549-566, December.
    6. Morris, Michael H. & Holman, Jeanne L., 1988. "Source loyalty in organizational markets: A dyadic perspective," Journal of Business Research, Elsevier, vol. 16(2), pages 117-131, March.
    7. Sriram, Ven & Krapfel, Robert & Spekman, Robert, 1992. "Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective," Journal of Business Research, Elsevier, vol. 25(4), pages 303-320, December.
    8. Germain, Richard & Droge, Cornelia, 1990. "Wholesale operations and vendor evaluation," Journal of Business Research, Elsevier, vol. 21(2), pages 119-129, September.
    9. Fortin, Paul A. & Ritchie, J. R. Brent, 1980. "Influence structure in organizational buying behavior," Journal of Business Research, Elsevier, vol. 8(3), pages 277-299, September.
    10. Domanski, Tomasz & Guzek, Elzbieta, 1992. "Industrial buying behavior: The case of Poland," Journal of Business Research, Elsevier, vol. 24(1), pages 11-18, January.
    11. Dietl, Jerzy, 1986. "Industrial product-buyer behavior in a centrally planned economy," Journal of Business Research, Elsevier, vol. 14(4), pages 285-293, August.
    12. Bello, Daniel C., 1992. "Industrial buyer behavior at trade shows : Implications for selling effectiveness," Journal of Business Research, Elsevier, vol. 25(1), pages 59-80, August.
    13. Parkinson, S. T., 1985. "Factors influencing buyer-seller relationships in the market for high-technology products," Journal of Business Research, Elsevier, vol. 13(1), pages 49-60, February.
    14. Campbell, N. C. G., 1985. "An interaction approach to organizational buying behavior," Journal of Business Research, Elsevier, vol. 13(1), pages 35-48, February.
    15. Trawick, I. Jr. & Swan, John E. & Rink, David R., 1988. "Back-door selling: Violation of cultural versus professional ethics by salespeople and purchaser choice of the supplier," Journal of Business Research, Elsevier, vol. 17(3), pages 299-309, November.
    16. Krapfel, Robert Jr., 1982. "An extended interpersonal influence model of organizational buyer behavior," Journal of Business Research, Elsevier, vol. 10(2), pages 147-157, June.
    17. McGee, Lynn W. & Spiro, Rosann L., 1991. "Salesperson and product country-of-origin effects on attitudes and intentions to purchase," Journal of Business Research, Elsevier, vol. 22(1), pages 21-32, January.
    18. Stuart, Elnora W. & Fuller, Barbara K., 1991. "Clothing as communication in two business-to-business sales settings," Journal of Business Research, Elsevier, vol. 23(3), pages 269-290, November.
    19. Jackson, Donald Jr. & Burdick, Richard K. & Keith, Janet E., 1985. "Purchasing agents' perceived importance of marketing mix components in different industrial purchase situations," Journal of Business Research, Elsevier, vol. 13(4), pages 361-373, August.
    20. Thomas, Gloria P. & Grashof, John F., 1982. "Impact of internal and external environmental stability on the existence of determinant buying rules," Journal of Business Research, Elsevier, vol. 10(2), pages 159-168, June.
    21. Moller, K. E. Kristian, 1985. "Research strategies in analyzing the organizational buying process," Journal of Business Research, Elsevier, vol. 13(1), pages 3-17, February.
    22. Stock, James R. & Zinszer, Paul H., 1987. "The industrial purchase decision for professional services," Journal of Business Research, Elsevier, vol. 15(1), pages 1-16, February.
    23. Chambers, Terry M. & Anderson, Paul F. & Dunlap, B. J., 1986. "Preferences, intentions, and behavior of organizational buyers under different reward conditions," Journal of Business Research, Elsevier, vol. 14(6), pages 533-547, December.
    24. Spekman, Robert E. & Johnston, Wesley J., 1986. "Relationship management: Managing the selling and the buying interface," Journal of Business Research, Elsevier, vol. 14(6), pages 519-531, December.
    25. Spekman, Robert E., 1988. "Perceptions of strategic vulnerability among industrial buyers and its effect on information search and supplier evaluation," Journal of Business Research, Elsevier, vol. 17(4), pages 313-326, December.
    26. DeRijcke, Jacques & Faes, Wouter & Vollering, Jan, 1985. "Strategy formulation and implementation during purchasing of production materials," Journal of Business Research, Elsevier, vol. 13(1), pages 19-33, February.
    27. Dale Wilson, R., 1986. "Segmentation and communication in the industrial marketplace," Journal of Business Research, Elsevier, vol. 14(6), pages 487-500, December.
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    Cited by:

    1. Worm, Stefan & Srivastava, Rajendra K., 2014. "Impact of component supplier branding on profitability," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 409-424.
    2. Zerbini, Fabrizio & Borghini, Stefania, 2015. "Release capacity in the vendor selection process," Journal of Business Research, Elsevier, vol. 68(2), pages 405-414.
    3. Cooper, Marjorie J. & Wakefield, Kirk L. & Tanner, John F., 2006. "Industrial buyers' risk aversion and channel selection," Journal of Business Research, Elsevier, vol. 59(6), pages 653-661, June.
    4. Torsten Bornemann & Martin Klarmann & Martin Moosbrugger, 2020. "Verhaltenswissenschaftliche Forschung zum organisationalen Einkaufsverhalten: Überblick über die Marketingliteratur [Behavioral B2B Buying Research—An Overview of the Marketing Literature]," Schmalenbach Journal of Business Research, Springer, vol. 72(4), pages 447-478, December.
    5. Barclay, Donald W. & Bunn, Michele D., 2006. "Process heuristics in organizational buying: Starting to fill a gap," Journal of Business Research, Elsevier, vol. 59(2), pages 186-194, February.
    6. Chelariu, Cristian & Johnston, Wesley J. & Young, Louise, 2002. "Learning to improvise, improvising to learn: a process of responding to complex environments," Journal of Business Research, Elsevier, vol. 55(2), pages 141-147, February.
    7. Gao, Tao & Sirgy, M. Joseph & Bird, Monroe M., 2005. "Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help?," Journal of Business Research, Elsevier, vol. 58(4), pages 397-405, April.
    8. Jerrold Van Winter, 2014. "A Qualitative Study Of International Organizational Buyer Behavior," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 5(2), pages 75-83.
    9. Bahng, Youngjin & Kincade, Doris H., 2014. "Retail buyer segmentation based on the use of assortment decision factors," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 643-652.
    10. Jonathan Z. Zhang & Oded Netzer & Asim Ansari, 2014. "Dynamic Targeted Pricing in B2B Relationships," Marketing Science, INFORMS, vol. 33(3), pages 317-337, May.
    11. Homburg, Christian & Allmann, Jan & Klarmann, Martin, 2014. "Internal and external price search in industrial buying: The moderating role of customer satisfaction," Journal of Business Research, Elsevier, vol. 67(8), pages 1581-1588.
    12. Homburg, Christian & Klarmann, Martin & Schmitt, Jens, 2010. "Brand awareness in business markets: When is it related to firm performance?," International Journal of Research in Marketing, Elsevier, vol. 27(3), pages 201-212.
    13. Saif Mir & John A. Aloysius & Stephanie Eckerd, 2017. "Understanding Supplier Switching Behavior: The Role of Psychological Contracts in a Competitive Setting," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(3), pages 3-18, July.
    14. 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.
    15. Vowles, Nicole & Thirkell, Peter & Sinha, Ashish, 2011. "Different determinants at different times: B2B adoption of a radical innovation," Journal of Business Research, Elsevier, vol. 64(11), pages 1162-1168.
    16. Rajdeep Grewal & Gary Lilien & Sundar Bharadwaj & Pranav Jindal & Ujwal Kayande & Robert Lusch & Murali Mantrala & Robert Palmatier & Aric Rindfleisch & Lisa Scheer & Robert Spekman & Shrihari Sridhar, 2015. "Business-to-Business Buying: Challenges and Opportunities," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(3), pages 193-208, September.
    17. Seitz, Claudio S. & Beuttenmüller, Oliver & Terzidis, Orestis, 2015. "Organizational adoption behavior of CO2-saving power train technologies: An empirical study on the German heavy-duty vehicles market," Transportation Research Part A: Policy and Practice, Elsevier, vol. 80(C), pages 247-262.
    18. 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.
    19. Low, Brian & Johnston, Wesley, 2012. "Emergent technologies, network paradoxes, and incrementalism," Journal of Business Research, Elsevier, vol. 65(6), pages 821-828.
    20. White, Lesley & Johnson, Lester W., 2001. "Consensus regarding purchase influence in a professional service context: a dyadic study," Journal of Business Research, Elsevier, vol. 54(3), pages 199-207, December.
    21. Wasapon Thanabodypath & Achara Chandrachai & Sudkate Chaiyo & Orawon Chailapakul, 2021. "Industrial Buyer Innovation Adoption Model: A Focus on a Smartphone-Based Electrochemical Analytical Device for Toxic Heavy Metal Detection," Sustainability, MDPI, vol. 13(21), pages 1-21, October.
    22. Andersen, Poul Houman, 1999. "Organizing international technological collaboration in subcontractor relationships: an investigation of the knowledge-stickiness problem," Research Policy, Elsevier, vol. 28(6), pages 625-642, August.
    23. Bogomolova, Svetlana, 2010. "Life after death? Analyzing post-defection consumer brand equity," Journal of Business Research, Elsevier, vol. 63(11), pages 1135-1141, November.
    24. Michelle D. Steward & James A. Narus & Michelle L. Roehm, 2018. "An exploratory study of business-to-business online customer reviews: external online professional communities and internal vendor scorecards," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 173-189, March.

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