The DOI matches its Crossref record.
An Empirical Investigation of the Information Sources used during the Industrial Buying Process
Abstract
It is important for industrial marketers to gain a high degree of synergy among the various elements of their promotional mix. To that end, the authors investigate the sources of information sought by decision participants during the industrial buying process. They also examine those factors that help determine why certain information sources are used during the procurement decision-making process. The results suggest that industrial marketers should consider seriously the use of communications vehicles to supplement the traditional reliance on the industrial salesperson.
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Cited by
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
Harnessing aspect-based sentiment analysis: How are tweets associated with forecast accuracy?
The Australian National University, A., Ho, S. Y., Choi, K. W. (., The Australian National University, A., Yang, F. (., & The Australian National University, A. (2019) · Journal of the Association for Information Systems · doi:10.17705/1jais.00564 · Cited by 21
Metadata
- Authors
- Moriarty, R. T., & Spekman, R. E.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1984-05
- Volume
- 21
- Issue
- 2
- Pages
- 137-147
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2330538218
- Cited by
- 207
- References
- 0
- FWCI
- 15.98
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: An Empirical Investigation of the Information Sources used during the Industrial Buying Process. https://app.cochat.ai/papers/10.1177/002224378402100202
- The paper
- Moriarty, R. T., & Spekman, R. E. (1984). An Empirical Investigation of the Information Sources used during the Industrial Buying Process. Journal of Marketing Research. https://doi.org/10.1177/002224378402100202
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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.
