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Organizational buying behavior: Toward an integrative framework

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  • Johnston, Wesley J.
  • Lewin, Jeffrey E.

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  • Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
    • Handle: RePEc:eee:jbrese:v:35:y:1996:i:1:p:1-15
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    24. Thomas, Gloria P. & Grashof, John F., 1982. "Impact of internal and external environmental stability on the existence of determinant buying rules," Journal of Business Research, Elsevier, vol. 10(2), pages 159-168, June.
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    Cited by:

    1. Jonathan Z. Zhang & Oded Netzer & Asim Ansari, 2014. "Dynamic Targeted Pricing in B2B Relationships," Marketing Science, INFORMS, vol. 33(3), pages 317-337, May.
    2. Backhaus, Klaus & Bröker, Ole & Brüne, Philipp & Gausling, Philipp, 2013. "Digitale Medien in B2B-Beschaffungsprozessen - eine explorative Untersuchung," EconStor Preprints 80715, ZBW - Leibniz Information Centre for Economics.
    3. Vowles, Nicole & Thirkell, Peter & Sinha, Ashish, 2011. "Different determinants at different times: B2B adoption of a radical innovation," Journal of Business Research, Elsevier, vol. 64(11), pages 1162-1168.
    4. Worm, Stefan & Srivastava, Rajendra K., 2014. "Impact of component supplier branding on profitability," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 409-424.
    5. Low, Brian & Johnston, Wesley, 2012. "Emergent technologies, network paradoxes, and incrementalism," Journal of Business Research, Elsevier, vol. 65(6), pages 821-828.
    6. Barclay, Donald W. & Bunn, Michele D., 2006. "Process heuristics in organizational buying: Starting to fill a gap," Journal of Business Research, Elsevier, vol. 59(2), pages 186-194, February.
    7. Zerbini, Fabrizio & Borghini, Stefania, 2015. "Release capacity in the vendor selection process," Journal of Business Research, Elsevier, vol. 68(2), pages 405-414.
    8. Schumann, Jan H. & Zimmermann, Johanna & Steinhoff, Lena & Totzek, Dirk & van der Borgh, Michel & Martin, Kelly D., 2025. "Toward a multilayered framework of privacy-related decision-making in B2B," Journal of Business Research, Elsevier, vol. 190(C).
    9. Chelariu, Cristian & Johnston, Wesley J. & Young, Louise, 2002. "Learning to improvise, improvising to learn: a process of responding to complex environments," Journal of Business Research, Elsevier, vol. 55(2), pages 141-147, February.
    10. 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.
    11. Seitz, Claudio S. & Beuttenmüller, Oliver & Terzidis, Orestis, 2015. "Organizational adoption behavior of CO2-saving power train technologies: An empirical study on the German heavy-duty vehicles market," Transportation Research Part A: Policy and Practice, Elsevier, vol. 80(C), pages 247-262.
    12. Gao, Tao & Sirgy, M. Joseph & Bird, Monroe M., 2005. "Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help?," Journal of Business Research, Elsevier, vol. 58(4), pages 397-405, April.
    13. Jerrold Van Winter, 2014. "A Qualitative Study Of International Organizational Buyer Behavior," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 5(2), pages 75-83.
    14. Bahng, Youngjin & Kincade, Doris H., 2014. "Retail buyer segmentation based on the use of assortment decision factors," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 643-652.
    15. 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.
    16. Saif Mir & John A. Aloysius & Stephanie Eckerd, 2017. "Understanding Supplier Switching Behavior: The Role of Psychological Contracts in a Competitive Setting," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(3), pages 3-18, July.
    17. Bogomolova, Svetlana, 2010. "Life after death? Analyzing post-defection consumer brand equity," Journal of Business Research, Elsevier, vol. 63(11), pages 1135-1141, November.
    18. Andersen, Poul Houman, 1999. "Organizing international technological collaboration in subcontractor relationships: an investigation of the knowledge-stickiness problem," Research Policy, Elsevier, vol. 28(6), pages 625-642, August.
    19. Cooper, Marjorie J. & Wakefield, Kirk L. & Tanner, John F., 2006. "Industrial buyers' risk aversion and channel selection," Journal of Business Research, Elsevier, vol. 59(6), pages 653-661, June.
    20. Makkonen, Hannu & Olkkonen, Rami & Halinen, Aino, 2012. "Organizational buying as muddling through: A practice–theory approach," Journal of Business Research, Elsevier, vol. 65(6), pages 773-780.
    21. Michelle D. Steward & James A. Narus & Michelle L. Roehm, 2018. "An exploratory study of business-to-business online customer reviews: external online professional communities and internal vendor scorecards," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 173-189, March.
    22. Homburg, Christian & Allmann, Jan & Klarmann, Martin, 2014. "Internal and external price search in industrial buying: The moderating role of customer satisfaction," Journal of Business Research, Elsevier, vol. 67(8), pages 1581-1588.
    23. Wasapon Thanabodypath & Achara Chandrachai & Sudkate Chaiyo & Orawon Chailapakul, 2021. "Industrial Buyer Innovation Adoption Model: A Focus on a Smartphone-Based Electrochemical Analytical Device for Toxic Heavy Metal Detection," Sustainability, MDPI, vol. 13(21), pages 1-21, October.
    24. White, Lesley & Johnson, Lester W., 2001. "Consensus regarding purchase influence in a professional service context: a dyadic study," Journal of Business Research, Elsevier, vol. 54(3), pages 199-207, December.
    25. Rajdeep Grewal & Gary Lilien & Sundar Bharadwaj & Pranav Jindal & Ujwal Kayande & Robert Lusch & Murali Mantrala & Robert Palmatier & Aric Rindfleisch & Lisa Scheer & Robert Spekman & Shrihari Sridhar, 2015. "Business-to-Business Buying: Challenges and Opportunities," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(3), pages 193-208, September.

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