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Journal of Marketing Management Volume 8, 1992 - Issue 4
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Original Articles

A risk analysis of industrial buyers: The case of mid‐range computers

Michael Greatorex Manchester School of Management, UMIST, PO Box 88, Manchester
,
Vincent‐Wayne Mitchell Manchester School of Management, UMIST, PO Box 88, Manchester
&
Ray Cunliffe Manchester School of Management, UMIST, PO Box 88, Manchester
Pages 315-333 | Published online: 06 May 2010

Citations (17)

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Read on this site (5)

Dursun Yener. (2015) Factors That Affect the Attitudes of Consumers Toward Halal-Certified Products in Turkey. Journal of Food Products Marketing 21:2, pages 160-178.
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Bong-Keun Jeong, Kexin Zhao & Moutaz Khouja. (2012) Consumer Piracy Risk: Conceptualization and Measurement in Music Sharing. International Journal of Electronic Commerce 16:3, pages 89-118.
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RistoT. Salminen & Kristian Möller. (2006) Role of References in Business Marketing–Towards a Normative Theory of Referencing. Journal of Business-to-Business Marketing 13:1, pages 1-51.
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V.W. Mitchell, L. Moutinho & B.R. Lewis. (2003) Risk Reduction in Purchasing Organisational Professional Services. The Service Industries Journal 23:5, pages 1-19.
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AngusW. Laing & Seonaidh Cotton. (1996) Purchasing health care services: Information sources and decisional criteria. Journal of Marketing Management 12:8, pages 719-734.
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Articles from other publishers (12)

Dursun Yener. (2022) THE EFFECTS OF HALAL CERTIFICATION AND PRODUCT FEATURES ON CONSUMER BEHAVIOR. International Journal of Management Studies 29.
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Andre Vilares Morgado. (2020) Customer’s expectations and perceptions of reference marketing programs. Journal of Business & Industrial Marketing 36:12, pages 2176-2186.
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Layla Mohammed, Eva Niesten & Dimitri Gagliardi. (2020) Adoption of alternative fuel vehicle fleets – A theoretical framework of barriers and enablers. Transportation Research Part D: Transport and Environment 88, pages 102558.
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Dursun Yener & Mertcan Taşçıoğlu. 2020. Handbook of Research on Contemporary Consumerism. Handbook of Research on Contemporary Consumerism 155 175 .
Andre Vilares Morgado & Luis Mota de Castro. (2016) Customer references and the buying of capital equipment for a project firm. Journal of Strategic Contracting and Negotiation 2:3, pages 244-263.
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Venkata Yanamandram & Lesley White. (2006) Switching barriers in business‐to‐business services: a qualitative study. International Journal of Service Industry Management 17:2, pages 158-192.
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Risto T. Salminen. (2001) Success factors of a reference visit – a single case study. Journal of Business & Industrial Marketing 16:6, pages 487-507.
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Vincent‐Wayne Mitchell. (1999) Consumer perceived risk: conceptualisations and models. European Journal of Marketing 33:1/2, pages 163-195.
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V.‐W. Mitchell. (1998) Buy‐phase and buy‐class effects on organisational risk perception and reduction in purchasing professional services. Journal of Business & Industrial Marketing 13:6, pages 461-478.
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V.‐W. Mitchell. (1998) Segmenting purchasers of organisational professional services: a risk‐based approach. Journal of Services Marketing 12:2, pages 83-97.
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Angus Laing. (1995) The marketing of financial services to independent distributors. Journal of Services Marketing 9:4, pages 6-18.
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Vincent‐Wayne Mitchell. (2005) Organizational Risk Perception and Reduction: A Literature Review. British Journal of Management 6:2, pages 115-133.
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