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The Nature of Industrial Buying Behavior
Determining Who the Industrial Buyer is
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American Marketing Association approach Bonoma BUYGRID buying center buying firm buying organization buying-center members capital equipment Capital-Equipment Purchases chasing Choffray communication network complexity concept connectedness correlated decision process developed digraphs dimensions dyad dyadic paradigm effect engineering evaluation examined extent of lateral F-ratio formal hypothesized identified independent variables industrial buyers industrial buying behavior industrial buying process Industrial Marketing industrial services input interaction interviews Journal of Marketing lateral influence lateral involvement matrix measured ment Nicosia number of vendors Otep participation perceived importance percent product or service purchase classes purchase decision purchase of services purchase situation purchase-situation attributes purchases of capital purchasing agent purchasing department purchasing function purchasing manager purchasing process rebuy regression regression analysis relationships role situation attributes sociometric techniques structure supplier task task models tion top management unit of analysis variables vendors involved vertical involvement Webster and Wind Zaltman