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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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    References listed on IDEAS

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    1. Campbell, N. C. G., 1985. "An interaction approach to organizational buying behavior," Journal of Business Research, Elsevier, vol. 13(1), pages 35-48, February.
    2. Trawick, I. Jr. & Swan, John E. & Rink, David R., 1988. "Back-door selling: Violation of cultural versus professional ethics by salespeople and purchaser choice of the supplier," Journal of Business Research, Elsevier, vol. 17(3), pages 299-309, November.
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    7. Chambers, Terry M. & Anderson, Paul F. & Dunlap, B. J., 1986. "Preferences, intentions, and behavior of organizational buyers under different reward conditions," Journal of Business Research, Elsevier, vol. 14(6), pages 533-547, December.
    8. Johnston, Wesley J. & Spekman, Robert E., 1982. "Industrial buying behavior: A need for an integrative approach," Journal of Business Research, Elsevier, vol. 10(2), pages 135-146, June.
    9. Spekman, Robert E. & Johnston, Wesley J., 1986. "Relationship management: Managing the selling and the buying interface," Journal of Business Research, Elsevier, vol. 14(6), pages 519-531, December.
    10. McGee, Lynn W. & Spiro, Rosann L., 1991. "Salesperson and product country-of-origin effects on attitudes and intentions to purchase," Journal of Business Research, Elsevier, vol. 22(1), pages 21-32, January.
    11. Domanski, Tomasz & Guzek, Elzbieta, 1992. "Industrial buying behavior: The case of Poland," Journal of Business Research, Elsevier, vol. 24(1), pages 11-18, January.
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    23. Parkinson, S. T., 1985. "Factors influencing buyer-seller relationships in the market for high-technology products," Journal of Business Research, Elsevier, vol. 13(1), pages 49-60, February.
    24. Jackson, Donald Jr. & Burdick, Richard K. & Keith, Janet E., 1985. "Purchasing agents' perceived importance of marketing mix components in different industrial purchase situations," Journal of Business Research, Elsevier, vol. 13(4), pages 361-373, August.
    25. 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.
    26. Moller, K. E. Kristian, 1985. "Research strategies in analyzing the organizational buying process," Journal of Business Research, Elsevier, vol. 13(1), pages 3-17, February.
    27. Sriram, Ven & Krapfel, Robert & Spekman, Robert, 1992. "Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective," Journal of Business Research, Elsevier, vol. 25(4), pages 303-320, December.
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