Search Results - subject:"buying center"

From buying centers to buying ecosystems : advancing the B2B research journey

Ehret, Michael; Johnston, Wesley J.; Ritter, Thomas - In: Industrial marketing management : the international … 117 (2024), pp. A10-A16

Persistent link: https://www.econbiz.de/10014530182

Buying centers and emerging developments : the SME perspective

Cardinali, Silvio; Sharma, Piyush; Cedrola, Elena; … - In: The journal of business & industrial marketing 39 (2024) 5, pp. 995-1007

Persistent link: https://www.econbiz.de/10015080920

The mediating role of cooperative norms in the formation of buyer commitment in the buyer-seller relationship

Vieira, Valter Afonso; Mayberry, Robert; Boles, James … - In: The journal of business & industrial marketing 38 (2023) 7, pp. 1409-1423

Persistent link: https://www.econbiz.de/10014314113

How business usage center members' self-concepts affect their perceptions and assessments in organizational usage processes

Huber, Maximilian; Kleinaltenkamp, Michael - In: Industrial marketing management : the international … 114 (2023), pp. 152-164

Persistent link: https://www.econbiz.de/10014433431

Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships

Siemieniako, Dariusz; Makkonen, Hannu; Mitręga, Maciej - In: Industrial marketing management : the international … 114 (2023), pp. 94-109

Persistent link: https://www.econbiz.de/10014433456

Tensions in value spaces : the organizational buying center and advanced services

Zolkiewski, Judy; Story, Vicky M.; Burton, Jamie; … - In: Industrial marketing management : the international … 114 (2023), pp. 196-210

Persistent link: https://www.econbiz.de/10014433458

B2B customer journeys : conceptualization and an integrative framework

Purmonen, Arttu; Jaakkola, Elina; Terho, Harri - In: Industrial marketing management : the international … 113 (2023), pp. 74-87

Persistent link: https://www.econbiz.de/10014433603

Digital Interaction Hubs für B2B-Kundeninteraktionen : Innovativer Zugang für digitalen Vertrieb und Marketing

Selent, Anna - 2023

1. Ausgangslage, Gang der Arbeit und Lösungsansätze -- 2. Ausgewählte begriffliche Grundlagen des B2B-Kaufprozesses -- 3.Buyer Persona in der Unternehmenspraxis -- 4. Digital Interaction Hubs im B2B-Kauf- und Verkaufsprozess: Nutzung und Gestaltung -- 5. Betriebliche Voraussetzungen und...

Persistent link: https://www.econbiz.de/10014444007

How business-to-business salespeople deal with buying center dissenters

Johnson, Jeff S. - In: International journal of research in marketing : IJRM ; … 40 (2023) 3, pp. 590-608

Persistent link: https://www.econbiz.de/10014383230

The IT buying center : integrating the buying center and IT governance

Pedersen, Carsten Lund - In: Industrial marketing management : the international … 110 (2023), pp. 46-55

Persistent link: https://www.econbiz.de/10014306689

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