The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.
The Buying Center: Structure and Interaction Patterns
Abstract
This article reports a first step toward developing some quantifiable dimensions of the industrial buying task group, called the buying center. Group composition and interaction processes were examined for purchases of capital equipment and industrial services in 31 firms. Data were analyzed to test the soundness of a communications network perspective on the buying center and the managerial implications of such a perspective. Equipment and service purchase measures differed reliably across several indices suggested by our theoretical orientation. Organizational structure and purchase situation attributes correlated in generally expected directions with the dimensions of the buying group.
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Human Information Processing: An Overview for Human–Computer Interaction
Proctor, R., & Vu, K.-P. (2009) · Human Factors and Ergonomics · doi:10.1201/b10368-4 · Cited by 52
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Hung, S.-W., Cheng, M.-J., & Lee, C.-J. (2022) · Information Technology & People · doi:10.1108/itp-05-2020-0329 · Cited by 29
Metadata
- Authors
- Johnston, W. J., & Bonoma, T. V.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1981-06
- Volume
- 45
- Issue
- 3
- Pages
- 143-156
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2021314111
- Cited by
- 443
- References
- 1
- FWCI
- 13.04
- Type
- journal article
- Language
- en
- Open access
- closed
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- Johnston, W. J., & Bonoma, T. V. (1981). The Buying Center: Structure and Interaction Patterns. Journal of Marketing. https://doi.org/10.1177/002224298104500312
Data sources
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.
