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Buying decision approaches of organizational buyers and users

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  • Moon, Junyean
  • Tikoo, Surinder

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  • Moon, Junyean & Tikoo, Surinder, 2002. "Buying decision approaches of organizational buyers and users," Journal of Business Research, Elsevier, vol. 55(4), pages 293-299, April.
    • Handle: RePEc:eee:jbrese:v:55:y:2002:i:4:p:293-299
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    References listed on IDEAS

    as
    1. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    2. Siegel-Jacobs, Karen & Yates, J. Frank, 1996. "Effects of Procedural and Outcome Accountability on Judgment Quality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 65(1), pages 1-17, January.
    3. Donald Jackson Jr & Richard Burdick & Janet Keith, "undated". "Industrial Buying Center Influence: A Situational Approach," Working Papers 2144711, Department of Economics, W. P. Carey School of Business, Arizona State University.
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    Cited by:

    1. Ćorić Dubravka Sinčić, 2021. "Factors Influencing Organisational Buying Decisions in the Manufacturing Industry: Are Products and Services Procurement Different?," Zagreb International Review of Economics and Business, Sciendo, vol. 24(1), pages 99-111.
    2. Johnson, Jeff S., 2023. "How business-to-business salespeople deal with buying center dissenters," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 590-608.
    3. Navid Mojir & K. Sudhir, 2021. "A Structural Model of Organizational Buying for B2B Markets: Innovation Adoption with Share of Wallet Contracts," Cowles Foundation Discussion Papers 2315, Cowles Foundation for Research in Economics, Yale University.
    4. Michael Steiner & Andreas Eggert & Wolfgang Ulaga & Klaus Backhaus, 2016. "Do customized service packages impede value capture in industrial markets?," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 151-165, March.

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