The opportunities and costs of highly involved organizational buyers

Author:

McClure Colleen E.ORCID,Lawrence Justin M.,Arnold Todd J.,Scheer Lisa K.

Publisher

Springer Science and Business Media LLC

Subject

Marketing,Economics and Econometrics,Business and International Management

Reference146 articles.

1. Aksoy, H., & Ozsonmez, C. (2019). How millennials’ knowledge, trust, and product involvement affect the willingness to pay a premium price for fairtrade products. Asian Journal of Business Research, 9(2), 95–112.

2. Alavi, S., Habel, J., Guenzi, P., & Wieseke, J. (2018). The role of leadership in salespeople’s price negotiation behavior. Journal of the Academy of Marketing Science, 46(4), 703–724.

3. Andersen, P. H., & Kumar, R. (2006). Emotions, trust and relationship development in business relationships: A conceptual model for buyer–seller dyads. Industrial Marketing Management, 35(4), 522–535.

4. Anderson, E., Chu, W., & Weitz, B. (1987). Industrial purchasing: An empirical exploration of the buyclass framework. Journal of Marketing, 51(3), 71–86.

5. Anderson, J. C., & Narus, J. A. (2004). Business market management: Understanding, creating, and delivering value. Pearson Prentice Hall.

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