8
Views
2
CrossRef citations to date
0
Altmetric
Original Articles

The Information Flow for a Business to Business Buying Decision Process: A Modeling Approach

Pages 103-121 | Published online: 21 Dec 2015

References

  • Aldrich, Howard and Diane Herker, (1977), “Boundary Spanning Roles and Organizational Structure,” Academy of Management Review, 2, (April), 217–230.
  • Anderson, Erin, Wujin Chu, and Barton Weitz, (1987), “Industrial Purchasing: An Empirical Exploration of the Buyclass Framework,” Journal of Marketing, 51, (July) 71–86.
  • Anderson, Paul F., and Terry Chambers, (1985), “A Reward/Measurement Model of Organizational Buying Behavior,” Journal of Marketing, 49, (Spring), 7–25.
  • Barclay, Donald W., (1991), “Interdepartmental Conflict in Organizational Buying: The Impact of the Organizational Context”, Journal of Marketing Research, (May), 145–159.
  • Behrman, Douglas, and William Perreault Jr., (1984), “A Role Stress Model of the Performance and Satisfaction of Industrial Salespeople”, Journal of Marketing, (Fall), 9–21.
  • Bingham, Frank G., and Barney T. Raffield, (1990) Business to Business Marketing Management, Homewood, Illinois, Irwin.
  • Bonoma, Thomas V., (1982), “Major Sales: Who Really Does the Buying?,” Harvard Business Review, 60, (May-June), 111–119.
  • Brass, Daniel J., (1984), “Being in the Right Place: A Structural Analysis of Individual Influence in an Organization”, Administrative Science Quarterly, 29, (December), 518–539.
  • Calder B., (1977), “Structural Role Analysis in Organizational Buying”, in Woodside, A., J. Sheth, and P. Bennett, (eds.), Consumer and Industrial Buying Behavior, New York, North Holland.
  • Choffray, J.M. and G. Lilien, (1978), “Assessing Response to Industrial Marketing Strategy”, Journal of Marketing, Vol. 43,(April), 20–31.
  • Churchill, G., N. Ford, S. Hartley, and O. Walker, (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, 22, (May), 103–118.
  • Clarke, Darral G., (1987, Marketing Analysis and Deci sion Making, Redwood City, California, The Scientific Press.
  • Cordozo, Richard N., (1980), “Situational Segmentation of Industrial Markets”, European Journal of Marketing, (June), 264–276.
  • Drucker, Peter F., (1954), The Practice of Management, New York, Harper & Brothers.
  • Flaaten Per O., D. J. McCubbrey, P. D. O’Riordan and K. Burgess, (1989), Foundations of Business Systems, Chicago, Illinois, Dryden Press.
  • Fombrum, Charles J., (1983), “Attributes of Power Across a Social Network”, Human Relations, 36, (June), 493–508.
  • Gorman, R.H., (1971), “Role Conception and Purchasing Behavior”, Journal of Psychology, Vol. 7, (February) 28–37.
  • Gronhaug, K., (1977), “Exploring a Complex Buying Decision”, Industrial Marketing Management, (December), 439–444.
  • Heide, Jan B., and George John, (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships”, Journal of Marketing Research, (February), 24–36.
  • Huber, Joel, and Christopher P. Puto, (1985), “Using Simple Gambles to Predict Complex Choices: A Test of Prospect Theory’s Reflection Effort”, working paper, Duke University.
  • Johnston, W., (1981), “Industrial Buyer Behavior: A State of the Art Review”, in Roering, K., (Ed.), Review of Marketing, Chicago, American Marketing Association.
  • Johnston, W., and Thomas W. Bonoma, (1981), “The Buying Center Structure and Interactive Patterns,” Journal of Marketing, 45, (Summer), 143–156.
  • Koontz, Harold, Cyril O’Donnell, and Heinz Weirich, (1980), Management, New York, McGraw-Hill.
  • LaForge, Mary C., and Louis H. Stone, (1989), “An Analysis of the Industrial Buying Process By Means of Buying Center Communications”, The Journal of Business and Industrial Marketing, Winter-(Spring), 29–36.
  • Lincoln, James R., and Jon Miller, (1979), “Work and Friendship Ties in Organizations: A Comparative Analysis of Relational Networks”, Administrative Science Quarterly, (June), 181–199.
  • Lindbloom, C. E., (1968), The Policy-Making Process, Englewood Cliffs, New Jersey, Prentice Hall.
  • Mattson, Melvin R., (1988), “How To Determine The Composition and Influence of a Buying Center”, Industrial Marketing Management, 17, (August), 205–214.
  • McCabe, Donald L., (1987), “Buying Group Structure: Constriction at the Top”, Journal of Marketing, Vol. 51, (October), 89–98.
  • McMillan, James R., (1972), “The Role of Perceived Risk in Industrial Marketing Decisions,” in Proceedings of the American Marketing Association, 34, 412–417.
  • McQuiston, Daniel H., (1989), “Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior”, Journal of Marketing, Vol. 53, (April), 66–79.
  • Mintzberg, Henry, Duru Raisinghani, and Andre Theoret, (1976), “The Structure of Unstructured Decision Processes,” Administrative Science Quarterly, 21, (June), 246–275.
  • Moriarty, Rowland T., and Robert E. Speckman, (1984), “An Empirical Investigation of the Information Sources Used During the Industrial Buying Process,” Journal of Marketing Research, 21, (November), 137–147.
  • Morris, Michael H., Gordon W. Paul, and D. Rahtz, (1987), “Organizational Rewards and Coalitions in the Industrial Buying Center”, International Journal of Research in Marketing, 4 (2), 131–146.
  • Mowen, Janet C., Janet E. Keith, Stephen W. Brown, and Donald W. Jackson, (1985), “Utilizing Effort and Task Difficulty Information in Evaluating Salespeople”, Journal of Marketing Research, (May), 185–191.
  • Newell, Allen and Herbert A. Simon, (1972), Human Problem Solving, Englewood Cliffs, New Jersey.
  • Notarantonio, Elaine M., and J. L. Cohen, (1988), “The Effects of Open and Dominant Communication Styles on Perceptions of the Sales Interaction,” Journal of Business Communication, 27, (Spring), 171–184.
  • Notarantonio, Elaine M., and C. J. Quigley, (1990), “The Relationship Between Communication Style and Sales Performance,” in Developments in Marketing Science, vol. 13, Proceedings of the Academy of Marketing Science, (April), 73–76.
  • Nylen, David W., (1990), Marketing Decision-Making Handbook, Englewood Cliffs, New Jersey.
  • Ozanne, V.B., and G.A. Churchill, (1971), “Five Dimensions of the Industrial Adoption Process”, Journal of Marketing Research, Vol. 8, 322–328.
  • Peters, Thomas J. and Robert H. Waterman, (1982), In Search of Excellence, New york, Warner Books.
  • Pingry, Jack, (1974), “The Engineer and Purchasing Agent Compared”, Journal of Purchasing, 10, (November), 33–45.
  • Qualls, William J., and Christopher P. Puto, (1989), “Organizational Climate and Decision Framing: An Integrated Approach to Analyzing Industrial Buying Decisions”, Journal of Marketing Research, (May), 179–192.
  • Robinson, P., C.W. Faris, and Y. Wind, (1967), Industrial Buying and Creative Marketing, Boston, Allyn and Bacon.
  • Ronchetto, John R., Michael D. Hutt, and Peter H. Reingen, (1989), “Embedded Influence Patterns in Organizational Buying Systems”, Journal of Marketing, (October), 51–62.
  • Samli, A., Dhruv Grewal and Sanjeev K. Mathur, (1988), “International Buyer Behavior: An Exploration and a Proposed Model,” Journal of the Academy of Marketing Science, 16, (Summer), 19–29.
  • Sheth, Jagdish, (1973), “A Model of Industrial Buyer Behavior”, Journal of Marketing, 37, (Spring), 50–56.
  • Sweeny, Timothy W., H. Lee Mathews, and David T. Wilson, (1973), “An Analysis of Industrial Buyers Risk Reducing Behavior: Some Personality Correlates,” in Proceedings of the American Marketing Association, 35, 217–221.
  • Tichy, Noel M., Michael L. Tushman, and Charles Fombrun, (1978), “Social Network Analysis For Organizations,” Academy of Management Review, 4, (Fall), 507–519.
  • Tregoe, Benjamin B., (1985). “Decision Making Process,” in Handbook for Professional Managers, eds. Lester R. Bittel and Jackson E. Ramsey, New York, McGraw-Hill.
  • Tyagi, Pradeep, (1985), “Relative Importance of Key Job Dimensions and Leadership: Behaviors in Motivating Salesperson Work Performance”, Journal of Marketing, (Summer), 76–86.
  • Walker, Gordon, (1985), “Network Position and Cognition in a Computer Software Firm”, Administrative Science Quarterly, (March), 103–120.
  • Webster, Fredrick E. Jr., (1984), Industrial Marketing Strategy, 2nd. ed., New York, John Wiley.
  • Webster, F. and Y. Wind, (1972), Organizational Buying Behavior, Englewood Cliffs, New Jersey, Prentice Hall.
  • Weitz, B., H. Sujan and M. Sujan, (1986), “Knowledge, Motivation and Adaptive Behavior: A Framework for Improving Selling Effectiveness,” Journal of Marketing, 50, 174–191.
  • Wilson, David T., (1981), “Industrial Buyers’ Decision-Making Styles,” Journal of Marketing Research, 8, (November), 433–436.
  • Wind, Y., (1978), “The Boundaries of Buying Decision Centers”, Journal of Purchasing and Materials Management, Vol. 14, (Summer), 23–29.
  • Woodside, A.G., and D.L. Sherrell, (1980), “New Replacement Part Buying”, Industrial Marketing Management, Vol. 9, 123–132.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.