Journal ArticleDOI
Industrial Source Loyalty
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In this article, the degree and determinants of source loyalty in the purchase of industrial components by an advanced electronics firm were examined through the application of multiple regression and discriminant a...Abstract:
The degree and determinants of source loyalty in the purchase of industrial components by an advanced electronics firm are examined through the application of multiple regression and discriminant a...read more
Citations
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International Marketing and Purchasing of Industrial Goods: An Interaction Approach
TL;DR: In this article, an alternative theoretical approach to industrial marketing and purchasing based on a research project carried out in France, Germany, Italy, Sweden, and Great Britain is presented, focusing on descriptions and analyses of actual marketing and purchase problems.
Journal ArticleDOI
Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness.
Paul H. Schurr,Julie L. Ozanne +1 more
TL;DR: In this paper, the notion that trust plays a key role in making a seller's tough bargaining strategy successful was examined, and a bargaining experiment was conducted to evaluate the effect of trust on dyadic interactions.
Book ChapterDOI
Internationalisation in Industrial Systems — A Network Approach
TL;DR: The theme of the book suggests that international interdependence between firms and within industries is of great and increasing importance as discussed by the authors, and analyses of international trade, international investments, industrial organisation and international business behaviour attempt to describe, explain and give advice about these interdependencies.
Journal ArticleDOI
Interfirm Adaptation in Business Relationships
TL;DR: In this article, a structural model of interfirm adaptation based on social exchange theory and the resource-dependence model is proposed, which accounts for mutual adaptation as a consequence of trus...
Journal ArticleDOI
The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research
TL;DR: In this article, the authors propose an integrated framework, called CUSAMS (customer asset management of services), that enables service organizations to make a comprehensive assessment of the value of their customer assets and understand the influence of marketing instruments on them.
References
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Methods Of Correlation And Regression Analysis
Mordecai Ezekiel,Karl A. Fox +1 more
TL;DR: The Manuel Reference Record was created on 2004-09-07, modified on 2016-08-08 as mentioned in this paper, and was used by Statistique et al. in their paper as mentioned in this paper.
Journal ArticleDOI
The Importance of Convenience in Consumer Purchasing
TL;DR: In this article, a key to understanding shopping behavior is the increased importance consumers are attaching to convenience considerations, and the importance consumers attach to commodity and convenience costs influence consumer patronage, while the importance of convenience costs is overlooked.