The DOI matches its Crossref record.
A General Model for Understanding Organizational Buying Behavior
Abstract
The authors suggest a model of industrial and institutional buying behavior as an organizational decision-making process. The major dimensions of the model are defined and some implications for marketing strategy are developed.
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Citations
Cited by
Frambach, R. T., & Schillewaert, N. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(00)00152-1 · Cited by 1,270
Ulaga, W., & Eggert, A. (2006) · European Journal of Marketing · doi:10.1108/03090560610648075 · Cited by 762
Managing the sales force through the unexpected exogenous COVID-19 crisis
Hartmann, N. N., & Lussier, B. (2020) · Industrial Marketing Management · doi:10.1016/j.indmarman.2020.05.005 · Cited by 254
Impact of e‐procurement on procurement practices and performance
Quesada, G., González, M. E., Mueller, J., & Mueller, R. (2010) · Benchmarking: An International Journal · doi:10.1108/14635771011060576 · Cited by 74
Analyzing buyer behavior when selecting green criteria in public procurement
Igarashi, M., Boer, L. D., & Pfuhl, G. (2017) · Journal of Public Procurement · doi:10.1108/jopp-17-02-2017-b001 · Cited by 34
How digital startups use competitive intelligence to pivot
Sadeghiani, A., Shokouhyar, S., & Ahmadi, S. (2022) · Digital Business · doi:10.1016/j.digbus.2022.100034 · Cited by 20
Using MEC and FAHP to Establish an Evaluation Model for Food Processing Machinery Procurement
Chou, T.-Y., & Liao, J.-P. (2020) · Mathematical Problems in Engineering · doi:10.1155/2020/6395981 · Cited by 3
Metadata
- Authors
- Webster, F. E., & Wind, Y.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1972-04
- Volume
- 36
- Issue
- 2
- Pages
- 12-19
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2320087742
- Cited by
- 913
- References
- 0
- FWCI
- 12.11
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
