Buying decision approaches of organizational buyers and users
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- Armstrong, J. Scott & Overton, Terry S., 1977.
"Estimating Nonresponse Bias in Mail Surveys,"
MPRA Paper
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Cited by:
- 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.
- 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.
- 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.
- 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.
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