Why are industrial firms high or low brand sensitive? An empirical investigation

References

• Aaker, D. A., & Joachimsthaler, E. (2000). Brand leadership. New York, NY: Free Press.
   Google Scholar
• Amine, A. (1998). Consumers’ true brand loyalty: The central role of commitment. Journal of Strategic Marketing, 6(4), 305–319. doi:10.1080/096525498346577
   Google Scholar
• Ancona, D. G., & Caldwell, D. F. (1992). Demography and design: Predictors of new product team performance. Organization Science, 3(3), 321–341. doi:10.1287/orsc.3.3.321
   Web of Science ®Google Scholar
• Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411–423. doi:10.1037/0033-2909.103.3.411
   Web of Science ®Google Scholar
• Anderson, J. R. (1982). Acquisition of cognitive skill. Psychological Review, 89(4), 369–406. doi:10.1037/0033-295X.89.4.369
   Web of Science ®Google Scholar
• Armstrong, J. S., & Overton, T. S. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3), 396–402. doi:10.1177/002224377701400320
   Web of Science ®Google Scholar
• Bendixen, M., Bukasa, K. A., & Abratt, R. (2004). Brand equity in the business-to-business market. Industrial Marketing Management, 33(5), 371–380. doi:10.1016/j.indmarman.2003.10.001
   Web of Science ®Google Scholar
• Biong, H., & Silkoset, R. (2014). The ineffectiveness of corporate brand investments in creating price premiums. Journal of Marketing Theory and Practice, 22(2), 169–184. doi:10.2753/MTP1069-6679220211
   Google Scholar
• Borghini, S., Golfetto, F., & Rinallo, D. (2006). Ongoing search among industrial buyers. Journal of Business Research, 59(10), 1151–1159. doi:10.1016/j.jbusres.2006.06.005
   Web of Science ®Google Scholar
• Brossard, H. L. (1998). Information sources used by an organization during a complex decision process: An exploratory study. Industrial Marketing Management, 27(1), 41–50. doi:10.1016/S0019-8501(97)00003-5
   Web of Science ®Google Scholar
• Brown, B. P. (2007). Determinants of brand sensitivity in organizational buying contexts (PhD dissertation). Robinson College of Business, Georgia State University. Retrieved from https://scholarworks.gsu.edu/cgi/viewcontent.cgi?referer=https://scholar.google.com/&httpsredir=1&article=1006&context=marketing_diss
   Google Scholar
• Brown, B. P., Zablah, A. R., Bellenger, D. N., & Donthu, N. (2012). What factors influence buying center brand sensitivity? Industrial Marketing Management, 41(3), 508–520. doi:10.1016/j.indmarman.2011.06.008
   Web of Science ®Google Scholar
• Brown, B. P., Zablah, A. R., Bellenger, D. N., & Johnston, W. J. (2011). When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity. International Journal of Research in Marketing, 28(3), 194–204. doi:10.1016/j.ijresmar.2011.03.004
   Web of Science ®Google Scholar
• Cannon, J. P., & Perreault, W. D., Jr. (1999). Buyer-seller relationships in business markets. Journal of Marketing Research, 36(2), 439–460.
   Google Scholar
• Capon, N., Berthon, P., Hulbert, J. M., & Pitt, L. F. (2001). Brand custodianship: A new primer for senior managers. European Management Journal, 19(3), 215–227. doi:10.1016/S0263-2373(01)00019-6
   Google Scholar
• Chang, S. J., Van Witteloostuijn, A., & Eden, L. (2010). From the editors: Common method variance in international business research. Journal of International Business Studies, 41(2), 178–184. doi:10.1057/jibs.2009.88
   Web of Science ®Google Scholar
• Crouch, M., & McKenzie, H. (2006). The logic of small samples in interview-based qualitative research. Social Science Information, 45(4), 483–499. doi:10.1177/0539018406069584
   Web of Science ®Google Scholar
• Cyert, R. M., & March, J. G. (1963). A behavioral theory of the firm. Englewood Cliffs, NJ: Prentice Hall.
   Google Scholar
• Daft, R. L., & Lengel, R. H. (1986). Organizational information requirements, media richness and structural design. Management Science, 32(5), 554–571. doi:10.1287/mnsc.32.5.554
   Web of Science ®Google Scholar
• Daft, R. L., & Weick, K. E. (1984). Toward a model of organizations as interpretation systems. Academy of Management Review, 9(2), 284–295. doi:10.5465/amr.1984.4277657
   Web of Science ®Google Scholar
• Dawes, P. L., Dowling, G. R., & Patterson, P. G. (1992). Factors affecting the structure of buying centers for the purchase of professional advisory services. International Journal of Research in Marketing, 9(3), 269–279. doi:10.1016/0167-8116(92)90022-D
   Google Scholar
• Day, E., & Barksdale, H. C. (2003). Selecting a professional service provider from the short list. Journal of Business & Industrial Marketing, 18(6), 564–579. doi:10.1108/08858620310492428
   Google Scholar
• Dholakia, R. R., Johnson, J. L., Della Bitta, A. J., & Dholakia, N. (1993). Decision-making time in organizational buying behavior: An investigation of its antecedents. Journal of the Academy of Marketing Science, 21(4), 281–292. doi:10.1007/BF02894521
   Google Scholar
• Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35–51.
   Web of Science ®Google Scholar
• Douglas, M. (1986). Risk acceptability according to the social sciences (11th ed.). New York, NY: Russell Sage.
   Google Scholar
• Dunham, A., & Burt, C. (2014). Understanding employee knowledge: The development of an organizational memory scale. The Learning Organization, 21(2), 126–145. doi:10.1108/TLO-04-2011-0026
   Google Scholar
• Ference, T. P. (1970). Organizational communications systems and the decision process. Management Science, 17(2), 83–96. doi:10.1287/mnsc.17.2.B83
   Web of Science ®Google Scholar
• Ferguson, J. L., & Johnston, W. J. (2011). Customer response to dissatisfaction: A synthesis of literature and conceptual framework. Industrial Marketing Management, 40(1), 118–127. doi:10.1016/j.indmarman.2010.05.002
   Web of Science ®Google Scholar
• Flores, L. G., Zheng, W., Rau, D., & Thomas, C. H. (2012). Organizational learning: Subprocess identification, construct validation, and an empirical test of cultural antecedents. Journal of Management, 38(2), 640–667. doi:10.1177/0149206310384631
   Web of Science ®Google Scholar
• Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 39–50. doi:10.1177/002224378101800104
   Web of Science ®Google Scholar
• Fredrickson, J. W. (1986). The strategic decision process and organizational structure. Academy of Management Review, 11(2), 280–297. doi:10.5465/amr.1986.4283101
   Web of Science ®Google Scholar
• Gao, T., & Shi, L. H. (2011). How do multinational suppliers formulate mechanisms of global account coordination? An integrative framework and empirical study. Journal of International Marketing, 19(4), 61–87. doi:10.1509/jim.11.0005
   Web of Science ®Google Scholar
• Garrido-Samaniego, M. J., & Gutiérrez-Cillán., J. (2004). Determinants of influence and participation in the buying center: An analysis of Spanish industrial companies. Journal of Business & Industrial Marketing, 19(5), 320–336. doi:10.1108/08858620410561051
   Google Scholar
• Gibson, C. B. (2001). From knowledge accumulation to accommodation: Cycles of collective cognition in work groups. Journal of Organizational Behavior, 22(2), 121–134. doi:10.1002/(ISSN)1099-1379
   Web of Science ®Google Scholar
• Giddens, A. (1999). Risk and responsibility. Modern Law Review, 62(1), 1–10. doi:10.1111/mlr.1999.62.issue-1
   Google Scholar
• Gilliland, D. I., & Johnston, W. J. (1997). Toward a model of business-to-business marketing communications effects. Industrial Marketing Management, 26(1), 15–29. doi:10.1016/S0019-8501(96)00032-6
   Web of Science ®Google Scholar
• Glock, C. H., & Hochrein, S. (2011). Purchasing organization and design: A literature review. Business Research, 4(2), 149–191. doi:10.1007/BF03342754
   Google Scholar
• Grønhaug, K. (1975). Autonomous vs. joint decisions in organizational buying. Industrial Marketing Management, 4(5), 265–271. doi:10.1016/0019-8501(75)90045-0
   Web of Science ®Google Scholar
• Hair, J. F., Tatham, R. L., Anderson, R. E., & Black, W. (2010). Multivariate data analysis (5th ed.). Upper Saddle River, NJ: Prentice Hall.
   Google Scholar
• Hallward-Driemeier, M., & Nayyar, G. (2017, October 12). Trouble in the making? The future of manufacturing-led development. World Bank Publications. Retrieved from https://openknowledge.worldbank.org/bitstream/handle/10986/27946/9781464811746.pdf
   Google Scholar
• Heide, J. B., & Weiss, A. M. (1995). Vendor consideration and switching behavior for buyers in high-technology markets. Journal of Marketing, 59(3), 30–43. doi:10.1177/002224299505900303
   Web of Science ®Google Scholar
• Henseler, J., Ringle, C. M., & Sinkovics, R. R. (2009). The use of partial least squares path modeling in international marketing. In R. Sinkovics & P. N. Ghauri (Eds.), Advances in international marketing (pp. 277–320). Greenwich, CT: JAI Press.
   Google Scholar
• Hu, L., & Bentler, P. M. (1999). Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives. Structural Equation Modeling, 6(1), 1–55. doi:10.1080/10705519909540118
   Web of Science ®Google Scholar
• Huber, G. P. (1991). Organizational learning: The contributing processes and the literatures. Organization Science, 2(1), 88–115. doi:10.1287/orsc.2.1.88
   Web of Science ®Google Scholar
• Hunter, G. K., Bunn, M. D., & Perreault, W. D., Jr. (2006). Interrelationships among key aspects of the organizational procurement process. International Journal of Research in Marketing, 23(2), 155–170. doi:10.1016/j.ijresmar.2005.10.001
   Web of Science ®Google Scholar
• Hutt, M. D., & Speh, T. W. (2007). Business marketing management: B2B. Mason, OH: South-Western.
   Google Scholar
• Hutton, J. G. (1997). A study of brand equity in an organizational-buying context. Journal of Product & Brand Management, 6(6), 428–439. doi:10.1108/10610429710190478
   Google Scholar
• Johnston, W. J., & Bonoma, T. V. (1981). The buying center: Structure and interaction patterns. Journal of Marketing, 45(3), 143–156. doi:10.1177/002224298104500312
   Web of Science ®Google Scholar
• Kapferer, J. N., & Laurent, G. (1985). Consumers involvement profile: New empirical results. In M. B. Holbrook & E. C. Hirschman (Eds.), Advances in consumer research (Vol. 12, pp. 290–295). Provo, UT: Association for Consumer Research.
   Google Scholar
• Kapferer, J. N., & Laurent, G. (1988). Consumer brand sensitivity: A key to measuring and managing brand equity. In L. Lance (Ed.), Defining, measuring and managing brand equity (pp. 12–15). Cambridge, MA: Marketing Science Institute.
   Google Scholar
• Keränen, J. K., Piirainen, A., & Salminen, R. T. (2012). Systematic review on B2B branding: Research issues and avenues for future research. Journal of Product & Brand Management, 21(6), 404–417. doi:10.1108/10610421211264892
   Google Scholar
• Kohli, A. (1989). Determinants of influence in organizational buying: A contingency approach. Journal of Marketing, 53(3), 50–65. doi:10.1177/002224298905300307
   Web of Science ®Google Scholar
• Kotler, P., & Pfoertsch, W. (2006). B2B brand management. Berlin, Germany: Springer.
   Google Scholar
• Kotteaku, A. G., Laios, L. G., & Moschuris, S. J. (1995). The influence of product complexity on the purchasing structure. Omega, 23(1), 27–39. doi:10.1016/0305-0483(94)00055-F
   Web of Science ®Google Scholar
• Laios, L., & Moschuris, S. (1999). An empirical investigation of outsourcing decisions. Journal of Supply Chain Management, 35(4), 33–41. doi:10.1111/j.1745-493X.1999.tb00054.x
   Google Scholar
• Laios, L., & Xideas, E. (1994). An empirical investigation of institutional and industrial purchasing structure. European Journal of Marketing, 28(4), 20–38. doi:10.1108/03090569410061169
   Google Scholar
• Lambert, R. A., Larcker, D. F., & Weigelt, K. (1993). The structure of organizational incentives. Administrative Science Quarterly, 38(3), 438–461. doi:10.2307/2393375
   Web of Science ®Google Scholar
• Lau, G. T., Goh, M., & Phua, S. L. (1999). Purchase-related factors and buying center structure: An empirical assessment. Industrial Marketing Management, 28(6), 573–587. doi:10.1016/S0019-8501(98)00031-5
   Web of Science ®Google Scholar
• Leek, S., & Christodoulides, G. (2011). A literature review and future agenda for B2B branding: Challenges of branding in a B2B context. Industrial Marketing Management, 40(6), 830–837. doi:10.1016/j.indmarman.2011.06.006
   Web of Science ®Google Scholar
• Legard, R., Keegan, J., & Ward, K. (2003). In-depth interviews. In J. Ritchie & J. Lewis (Eds.), Qualitative research practice: A guide for social science students and researchers (pp. 138–169). London, UK: Sage.
   Google Scholar
• Lejeune, M. A., & Yakova, N. (2005). On characterizing the 4 C’s in supply chain management. Journal of Operations Management, 23(1), 81–100. doi:10.1016/j.jom.2004.09.004
   Web of Science ®Google Scholar
• Levitt, B., & March, J. G. (1988). Organizational learning. Annual Review of Sociology, 14(1), 319–338. doi:10.1146/annurev.so.14.080188.001535
   Web of Science ®Google Scholar
• Lewin, J. E., & Donthu, N. (2005). The influence of purchase situation on buying center structure and involvement: A select meta-analysis of organizational buying behavior research. Journal of Business Research, 58(10), 1381–1390. doi:10.1016/j.jbusres.2004.09.004
   Web of Science ®Google Scholar
• Marketing Science Institute. (2016). Research priorities 2016–2018. Retrieved from http://www.msi.org/research/2016-2018-research-priorities/
   Google Scholar
• Mattson, M. R. (1988). How to determine the composition and influence of a buying center. Industrial Marketing Management, 17(3), 205–214. doi:10.1016/0019-8501(88)90004-1
   Web of Science ®Google Scholar
• McCabe, D. L. (1987). Buying group structure: Constriction at the top. Journal of Marketing, 51(4), 89–98. doi:10.1177/002224298705100408
   Web of Science ®Google Scholar
• McClelland, G. H., & Judd, C. M. (1993). Statistical difficulties of detecting interactions and moderator effects. Psychological Bulletin, 114(2), 376–390. doi:10.1037/0033-2909.114.2.376
   PubMed Web of Science ®Google Scholar
• McQuiston, D. H. (1989). Novelty, complexity, and importance as causal determinants of industrial buyer behavior. Journal of Marketing, 53(2), 66–79. doi:10.1177/002224298905300205
   Web of Science ®Google Scholar
• Moon, J., & Tikoo, S. (2002). Buying decision approaches of organizational buyers and users. Journal of Business Research, 55(4), 293–299. doi:10.1016/S0148-2963(00)00155-7
   Web of Science ®Google Scholar
• Moschuris, S. J. (2008). Organizational participants in the make-or-buy process. Industrial Marketing Management, 37(2), 143–153. doi:10.1016/j.indmarman.2006.11.002
   Web of Science ®Google Scholar
• Moscovici, S. (1988). Notes towards a description of social representations. European Journal of Social Psychology, 18(3), 211–250. doi:10.1002/(ISSN)1099-0992
   Web of Science ®Google Scholar
• Mudambi, S. (2002). Branding importance in business-to-business markets: Three buyer clusters. Industrial Marketing Management, 31(6), 525–533. doi:10.1016/S0019-8501(02)00184-0
   Web of Science ®Google Scholar
• Nooteboom, B. (1996). Trust, opportunism and governance: A process and control model. Organization Studies, 17(6), 985–1010. doi:10.1177/017084069601700605
   Web of Science ®Google Scholar
• Osmonbekov, T., Bello, D. C., & Gilliland, D. I. (2002). Adoption of electronic commerce tools in business procurement: Enhanced buying center structure and processes. Journal of Business & Industrial Marketing, 17(2/3), 151–166. doi:10.1108/08858620210419781
   Google Scholar
• Park, J. E., & Bunn, M. D. (2003). Organizational memory: A new perspective on the organizational buying process. Journal of Business & Industrial Marketing, 18(3), 237–257. doi:10.1108/08858620310471313
   Google Scholar
• Payne, J. W. (1976). Task complexity and contingent processing in decision making: An information search and protocol analysis. Organizational Behavior and Human Performance, 16(2), 366–387. doi:10.1016/0030-5073(76)90022-2
   Web of Science ®Google Scholar
• Podsakoff, P. M., MacKenzie, S. B., Lee, J. Y., & Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903. doi:10.1037/0021-9010.88.5.879
   PubMed Web of Science ®Google Scholar
• Porter, M. E. (1980). Competitive strategy. New York, NY: Free Press.
   Google Scholar
• Premkumar, G., Ramamurthy, K., & Saunders, C. S. (2005). Information processing view of organizations: An exploratory examination of fit in the context of interorganizational relationships. Journal of Management Information Systems, 22(1), 257–294. doi:10.1080/07421222.2003.11045841
   Web of Science ®Google Scholar
• Qualls, W. J., & Puto, C. P. (1989). Organizational climate and decision framing: An integrated approach to analyzing industrial purchase decisions. Journal of Marketing Research, 26(2), 179–192.
   Web of Science ®Google Scholar
• Ramirez, E., & Goldsmith, R. E. (2009). Some antecedents of price sensitivity. Journal of Marketing Theory and Practice, 17(3), 199–214. doi:10.2753/MTP1069-6679170301
   Google Scholar
• Rayner, S. (1987). Learning from the blind men and the elephant, or seeing things whole in risk management. In V. T. Covello, L. B. Lave, A. A. Moghissi, & V. R. R. Uppuluri (Eds.), Uncertainty in risk assessment, risk management and decision making (pp. 207–212). New York, NY: Plenum Press.
   Google Scholar
• Rollins, M., Bellenger, D. N., & Johnston, W. J. (2012). Customer information utilization in business-to-business markets: Muddling through process? Journal of Business Research, 65(6), 758–764. doi:10.1016/j.jbusres.2010.12.013
   Web of Science ®Google Scholar
• Salancik, G. R., & Pfeffer, J. (1977). Who gets power and how they hold on to it: A strategic-contingency model of power. Organizational Dynamics, 5(3), 3–21. doi:10.1016/0090-2616(77)90028-6
   Web of Science ®Google Scholar
• Seiders, K., Voss, G. B., Grewal, D., & Godfrey, A. L. (2005). Do satisfied customers buy more? Examining moderating influences in a retailing context. Journal of Marketing, 69(4), 26–43. doi:10.1509/jmkg.2005.69.4.26
   Web of Science ®Google Scholar
• Seyedghorban, Z., Matanda, M. J., & LaPlaca, P. (2016). Advancing theory and knowledge in the business-to-business branding literature. Journal of Business Research, 69(8), 2664–2677. doi:10.1016/j.jbusres.2015.11.002
   Web of Science ®Google Scholar
• Sheth, J. N. (1973). A model of industrial buyer behavior. Journal of Marketing, 37(4), 50–56. doi:10.1177/002224297303700408
   Web of Science ®Google Scholar
• Siggelkow, N., & Rivkin, J. W. (2005). Speed and search: Designing organizations for turbulence and complexity. Organization Science, 16(2), 101–122. doi:10.1287/orsc.1050.0116
   Web of Science ®Google Scholar
• Spekman, R. E., & Stern, L. W. (1979). Environmental uncertainty and buying group structure: An empirical investigation. The Journal of Marketing, 43(2), 54–64. doi:10.1177/002224297904300206
   Web of Science ®Google Scholar
• Strebel, J., O’Donnell, K., & Myers, J. G. (2004). Exploring the connection between frustration and consumer choice behavior in a dynamic decision environment. Psychology & Marketing, 21(12), 1059–1076. doi:10.1002/mar.20037
   Web of Science ®Google Scholar
• Töllner, A., Blut, M., & Holzmüller, H. H. (2011). Customer solutions in the capital goods industry: Examining the impact of the buying center. Industrial Marketing Management, 40(5), 712–722. doi:10.1016/j.indmarman.2011.06.001
   Web of Science ®Google Scholar
• Uniacke, S. (2010). Responsibility, intention and consequence. In J. Skorupski (Ed.), Companion to ethics (pp. 597–606). London, UK: Routledge.
   Google Scholar
• Van de Poel, I., & Fahlquist, J. N. (2013). Risk and responsibility. In S. Roeser, R. Hillerbrand, S. Per, & M. Peterson (Eds.), Essentials of risk theory (pp. 107–143). New York, NY: Springer.
   Google Scholar
• Van Offenbeek, M. (2001). Processes and outcomes of team learning. European Journal of Work and Organizational Psychology, 10(3), 303–317. doi:10.1080/13594320143000690
   Google Scholar
• Van Woerkom, M., & Van Engen, M. L. (2009). Learning from conflicts? The relations between task and relationship conflicts, team learning and team performance. European Journal of Work and Organizational Psychology, 18(4), 381–404. doi:10.1080/13594320802569514
   Web of Science ®Google Scholar
• Vera, D., & Crossan, M. (2004). Strategic leadership and organizational learning. Academy of Management Review, 29(2), 222–240. doi:10.5465/amr.2004.12736080
   Web of Science ®Google Scholar
• Walsh, J. P., & Ungson, G. R. (1991). Organizational memory. Academy of Management Review, 16(1), 57–91. doi:10.5465/amr.1991.4278992
   Web of Science ®Google Scholar
• Wiener, Y. (1988). Forms of value systems: Focus on organizational effectiveness and cultural change and maintenance. Academy of Management Review, 13(4), 534–545.
   Google Scholar
• Xideas, E., & Moschuris, S. J. (1998). The influence of product type on the purchasing structure. European Journal of Marketing, 32(11/12), 974–992. doi:10.1108/03090569810243587
   Google Scholar
• Zablah, A. R., Brown, B. P., & Donthu, N. (2010). The relative importance of brands in modified rebuy purchase situations. International Journal of Research in Marketing, 27(3), 248–260. doi:10.1016/j.ijresmar.2010.02.005
   Web of Science ®Google Scholar