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An escalation of commitment perspective on allocation-of-effort decisions in professional selling

Mayberry, Robert; Boles, James Sanders; Donthu, Naveen - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 879-894

Persistent link: https://www.econbiz.de/10011924781

The relative importance of brands in modified rebuy purchase situations

Zablah, Alex R.; Brown, Brian P.; Donthu, Naveen - In: International journal of research in marketing : IJRM ; … 27 (2010) 3, pp. 248-260

Persistent link: https://www.econbiz.de/10008664489

What factors influence buying center brand sensitivity?

Brown, Brian P.; Zablah, Alex R.; Bellenger, Danny N.; … - In: Industrial marketing management : the international … 41 (2012) 3, pp. 508-520

Persistent link: https://www.econbiz.de/10009546594

Drivers of trade promotion receptiveness : the role of relationship and trade promotion satisfaction

Poddar, Amit; Donthu, Naveen; Parvatiyar, Atul - In: Journal of marketing theory and practice 21 (2013) 1, pp. 45-56

Persistent link: https://www.econbiz.de/10009729472

What Factors Influence Buying Center Brand Sensitivity?

Brown, Brian; Zablah, Alex R.; Bellenger, Danny; … - 2011

Building on information processing theory (IPT), this empirical study investigates the factors that drive a buying center’s level of sensitivity to brand information. The authors propose that buying center brand sensitivity is related in a curvilinear fashion with purchase importance and...

Persistent link: https://www.econbiz.de/10014182543