NOVELTY, COMPLEXITY, AND IMPORTANCE AS CAUSAL DETERMINANTS OF INDUSTRIAL BUYER BEHAVIOR

[1] ANDERSON E, 1987, J MARKETING, V51, P71

[2] A REWARD MEASUREMENT MODEL OF ORGANIZATIONAL BUYING BEHAVIOR [J]. JOURNAL OF MARKETING, 1985, 49 (02) : 7 - 23

[3] MARKETING, STRATEGIC-PLANNING AND THE THEORY OF THE FIRM [J]. JOURNAL OF MARKETING, 1982, 46 (02) : 15 - 26

[4] REPRESENTING AND TESTING ORGANIZATIONAL THEORIES - A HOLISTIC CONSTRUAL [J]. ADMINISTRATIVE SCIENCE QUARTERLY, 1982, 27 (03) : 459 - 489

[5] HOW VALID IS THE BUY-GRID MODEL [J]. INDUSTRIAL MARKETING MANAGEMENT, 1983, 12 (01) : 57 - 62

[6] BENTLER PM, 1980, PSYCHOL BULL, V88, P588, DOI 10.1037/0033-2909.107.2.238

[7] Bonoma T., 1978, ORG BUYING BEHAVIOR, P49

[8] BONOMA TV, 1977, IND BUYING BEHAVIOR

[9] BEING IN THE RIGHT PLACE - A STRUCTURAL-ANALYSIS OF INDIVIDUAL INFLUENCE IN AN ORGANIZATION [J]. ADMINISTRATIVE SCIENCE QUARTERLY, 1984, 29 (04) : 518 - 539

[10] INFORMATIONAL AND NORMATIVE SOCIAL INFLUENCE IN BUYER BEHAVIOR [J]. JOURNAL OF CONSUMER RESEARCH, 1975, 2 (03) : 206 - 215

[1] ANDERSON E, 1987, J MARKETING, V51, P71

[2] A REWARD MEASUREMENT MODEL OF ORGANIZATIONAL BUYING BEHAVIOR [J]. JOURNAL OF MARKETING, 1985, 49 (02) : 7 - 23

[3] MARKETING, STRATEGIC-PLANNING AND THE THEORY OF THE FIRM [J]. JOURNAL OF MARKETING, 1982, 46 (02) : 15 - 26

[4] REPRESENTING AND TESTING ORGANIZATIONAL THEORIES - A HOLISTIC CONSTRUAL [J]. ADMINISTRATIVE SCIENCE QUARTERLY, 1982, 27 (03) : 459 - 489

[5] HOW VALID IS THE BUY-GRID MODEL [J]. INDUSTRIAL MARKETING MANAGEMENT, 1983, 12 (01) : 57 - 62

[6] BENTLER PM, 1980, PSYCHOL BULL, V88, P588, DOI 10.1037/0033-2909.107.2.238

[7] Bonoma T., 1978, ORG BUYING BEHAVIOR, P49

[8] BONOMA TV, 1977, IND BUYING BEHAVIOR

[9] BEING IN THE RIGHT PLACE - A STRUCTURAL-ANALYSIS OF INDIVIDUAL INFLUENCE IN AN ORGANIZATION [J]. ADMINISTRATIVE SCIENCE QUARTERLY, 1984, 29 (04) : 518 - 539

[10] INFORMATIONAL AND NORMATIVE SOCIAL INFLUENCE IN BUYER BEHAVIOR [J]. JOURNAL OF CONSUMER RESEARCH, 1975, 2 (03) : 206 - 215