Search Results - subject:"organizational buying behavior"

Artificial intelligence advancements in procurement : transforming organizational buying behavior

Osmonbekov, Talai; Johnston, Wesley J.; Donthu, Naveen - In: The journal of business & industrial marketing 39 (2024) 12, pp. 2745-2758

Persistent link: https://www.econbiz.de/10015205301

Artificial intelligence advancements in procurement: transforming organizational buying behavior

Osmonbekov, Talai; Johnston, Wesley J.; Donthu, Naveen - In: Journal of Business & Industrial Marketing 39 (2024) 12, pp. 2745-2758

Purpose The purpose of the paper is to discuss the potential of AI to impact organizational buying behavior. Potential … technology overview and incorporates existing organizational buying behavior theory. Findings The article's conclusion suggests …

Persistent link: https://www.econbiz.de/10015349100

A structural model of organizational buying for B2B markets : innovation adoption with share of wallet contracts

Mojir, Navid; Sudhir, K. - 2021

Persistent link: https://www.econbiz.de/10012807923

The buying center concept as a milestone in industrial marketing : review and research agenda

Cabanelas, Pablo; Mora Cortez, Roberto; Charterina, Jon - In: Industrial marketing management : the international … 108 (2023), pp. 65-78

Persistent link: https://www.econbiz.de/10014227528

How online information search behavior and the role of tacit knowledge differ across clusters of purchase situations

Lüders, Maximilian; Klarmann, Martin; Wouters, Marc; … - In: Journal of purchasing and supply management 29 (2023) 4, pp. 1-17

Persistent link: https://www.econbiz.de/10014489111

Goals, Conflict, Politics, and Performance of Cross‐Functional Sourcing Teams—Results from a Social Team Experiment

Franke, Henrik; Foerstl, Kai - In: Journal of Business Logistics 41 (2019) 1, pp. 6-30

indicates that behavioral challenges in the framework of Organizational Buying Behavior not only co‐occur but affect each other …

Persistent link: https://www.econbiz.de/10014485864

A structural model of organizational buying for business-to-business markets : innovation adoption with share-of-wallet contracts

Mojir, Navid; Sudhir, K. - In: Journal of marketing research 59 (2022) 5, pp. 883-907

Persistent link: https://www.econbiz.de/10013389233

Purchasing professionals and the flat-rate bias : effects of price premiums, past usage, and relational ties on price plan choice

Kienzler, Mario; Kowalkowski, Christian; Kindström, Daniel - In: Journal of business research : JBR 132 (2021), pp. 403-415

Persistent link: https://www.econbiz.de/10012581626

Do salespeople matter in competitive tenders?

Dax, Maximilian; Tyssen, Eva Katharina; Schmitz, Christian - In: Journal of personal selling & sales management : JPSSM 39 (2019) 4, pp. 370-385

Persistent link: https://www.econbiz.de/10012200897

A multilevel perspective on organizational buying behavior in coopetition : an exploratory case study

Rajala, Anni; Tidström, Annika - In: Journal of purchasing and supply management 23 (2017) 3, pp. 202-210

Persistent link: https://www.econbiz.de/10011731269