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Perceived environmental uncertainty's effect on commitment in business-to-business channels

Harrison, Jennifer L; Kelly, Stephen J - 2010

Purpose: The purpose of this paper is to test the null hypothesis that there is no significant association between perceived environmental uncertainty (PEU) and a three component conceptualisation of commitment. Design/methodology/approach: Data were collected from owner/managers of community...

Persistent link: https://www.econbiz.de/10009475209

Measuring attitudinal commitment in business-to-business channels

Kelly, Stephen J - 2004

empirical grounds. It is subsequently argued that marketing planners need to demand that marketing researchers are more precise … explicitly including or omitting them. It is also argued that marketing managers can enhance channel relationships if they are …

Persistent link: https://www.econbiz.de/10009475212

Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior

McQuiston, Daniel H. - 1989

purchase situations. Though industrial marketing researchers would agree that there are different types of purchase situations …

Persistent link: https://www.econbiz.de/10009462174

An Examination of the Evaluative Criteria of Industrial Buyers: Implications for Sales Training,

McQuiston, Daniel H.; Walters, Rockney G. - 1989

presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically … particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system …

Persistent link: https://www.econbiz.de/10009462178