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Reviews the academic research conducted on organizational buying behavior since the publication of Sheth’s model of industrial buying behavior in 1973. Discovers an impressive amount of research primarily focused on the decision‐making process, environmental influences and conflict resolution in...
Discusses several propositions on the causes and realized strategies that are likely to be found in different industrial marketing‐purchasing situations involving rejecting versus accepting superior technological innovations ‐ innovations independently verified to provide superior operating...
Reviews the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer‐seller relationships which has evolved during the past 20 years. The themes of interaction, relationships and networks encapsulate the major research thrusts of...
Since the mid‐1960s scholars have sought to better understand the issues which affect the effectiveness of buyer‐seller interactions. While much progress has been made, existing knowledge is rather scattered and disjointed due to a lack of integration. Assesses the contributions of various...
Research on industrial buying decisions has developed along two major themes after the publication of the seminal buyclass framework by Robinson et al. in 1967. One stream of research seeks to extend or delimit the framework to a variety of buying contexts and product categories, while the other...
Identifies sources of influence in organizational buying choices from a review of the literature. Constructs a model of influence by extending the buying behavior model of Webster and Wind (1972). Uses the model to categorize and analyze representative research of influence on organizational...
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