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The effect of perceived personal consequences on participation and influence in organizational buying

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  • McQuiston, Daniel H.
  • Dickson, Peter R.

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  • McQuiston, Daniel H. & Dickson, Peter R., 1991. "The effect of perceived personal consequences on participation and influence in organizational buying," Journal of Business Research, Elsevier, vol. 23(2), pages 159-177, September.
    • Handle: RePEc:eee:jbrese:v:23:y:1991:i:2:p:159-177
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    Cited by:

    1. Torsten Bornemann & Martin Klarmann & Martin Moosbrugger, 2020. "Verhaltenswissenschaftliche Forschung zum organisationalen Einkaufsverhalten: Überblick über die Marketingliteratur [Behavioral B2B Buying Research—An Overview of the Marketing Literature]," Schmalenbach Journal of Business Research, Springer, vol. 72(4), pages 447-478, December.
    2. Niklas Bondesson, 2012. "Brand Image Antecedents of Loyalty and Price Premium in Business Markets," Business and Management Research, Business and Management Research, Sciedu Press, vol. 1(1), pages 32-47, March.
    3. Homburg, Christian & Klarmann, Martin & Schmitt, Jens, 2010. "Brand awareness in business markets: When is it related to firm performance?," International Journal of Research in Marketing, Elsevier, vol. 27(3), pages 201-212.
    4. Kwaku Atuahene-Gima & Felicitas Evangelista, 2000. "Cross-Functional Influence in New Product Development: An Exploratory Study of Marketing and R...D Perspectives," Management Science, INFORMS, vol. 46(10), pages 1269-1284, October.

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