Table of contents
Theory transitions in organizational buying behavior research
Elizabeth J. WilsonOrganizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years…
Manage your offering or manage your relationship?
Herbert F. MacKenzie, Kenneth G. HardyCompeting models (the supplier offering and relationship management models) were tested in a maintenance, repair, and operating supplies purchasing environment to examine which…
An empirical examination of switching cost investments in business‐to‐business marketing relationships
Charles C. NielsonThe concept of switching costs or transaction‐specific investments has been widely used in theoretical models of industrial buyer‐seller relationships. Yet there are few empirical…
Exploring factors that affect negotiators’ problem‐solving orientation
Alma Mintu‐Wimsatt, Roger J. CalantoneThe willingness of negotiating parties to cooperate, communicate, and compromise ‐ prerequisites of the problem‐solving orientation ‐ often lead to successful outcomes…
Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow
Tom A. Buckles, John R. RonchettoEmploys conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these…
The effects of organizational restructuring on industrial buying behavior: 1990 and beyond
Jeffrey E. Lewin, Wesley J. JohnstonWith a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and behaviors of…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota