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Industrial Buying Center Influence: A Situational Approach

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  • 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.
    • Handle: RePEc:asu:wpaper:2144711
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    Cited by:

    1. R. Agus Trihatmoko, 2019. "Intensity of Sales Turnover and Promotional Expenditure and the Likelihood of New Product Success: Configurational Matrix of Fast Moving Consumer Goods (FMCG)," Research in World Economy, Research in World Economy, Sciedu Press, vol. 10(3), pages 320-328, December.
    2. Ramesh Sankaranarayanan & Arun Sundararajan, 2010. "Electronic Markets, Search Costs, and Firm Boundaries," Information Systems Research, INFORMS, vol. 21(1), pages 154-169, March.
    3. 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.
    4. Marshall, Roger & Reday, Peter Alan & Woonbong, Na & Agrawal, Shashank Shekhar, 2007. "Response-time measurement of group purchasing-decision power structures," Journal of Business Research, Elsevier, vol. 60(7), pages 711-719, July.
    5. Kozlenkova, Irina V. & Hult, G. Tomas M. & Lund, Donald J. & Mena, Jeannette A. & Kekec, Pinar, 2015. "The Role of Marketing Channels in Supply Chain Management," Journal of Retailing, Elsevier, vol. 91(4), pages 586-609.
    6. 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.
    7. R. Agus Trihatmoko & Saud Napitupulu & Dian Indri Purnamasari & Hudi Kurniawanto, 2018. "An Assessment of The Demand for New Products of Fast Moving Consumer Goods (FMCG)," Business Management and Strategy, Macrothink Institute, vol. 9(2), pages 18-39, December.
    8. Prior, Daniel D. & Keränen, Joona, 2020. "Revisiting contemporary issues in B2B marketing: It's not just about artificial intelligence," Australasian marketing journal, Elsevier, vol. 28(2), pages 83-89.
    9. Yin-Chi Huang & Shih-Kuan Chiu, 2017. "Procurement Situation Affects Performance - Adaptation And Complementary Assets As Moderate," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 8(2), pages 13-30, June.
    10. 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.
    11. 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.
    12. Lewin, Jeffrey E. & Donthu, Naveen, 2005. "The influence of purchase situation on buying center structure and involvement: a select meta-analysis of organizational buying behavior research," Journal of Business Research, Elsevier, vol. 58(10), pages 1381-1390, October.

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