search query: @indexterm BUYING CENTRES / total: 28
references: 11-20 / 28
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11.
Competing against an in-house supplier.
Industrial Marketing Management
1989 : AUG, VOL. 18:3, p. 147-154
 1989 Henke, J. W. Jr.
Krachenberg, A. R.
Lyons, T. F.
12.
Determinants of influence in organizational buying : a contingency approach.
Journal of Marketing
1989 : JUL, VOL. 53:3, p. 50-65
 1989 Kohli, A.
13.
Petriat. Noeud pap et poigne de fer. (!Petriat, J-L.) *PNAC *GMF
Expansion
1989 : FEB 16, 351, p. 82-85, 87, 89
 1989 Nouzille, V.
14.
Buying influences and perceptions of transportation services.
Industrial Marketing Management
1988 : NOV, VOL. 17:4, p. 305-314
 1988 Martin, J. H.
Daley, J. M.
Burdg, H. B.
15.
How to determine the composition and influence of a buying center.
Industrial Marketing Management
1988 : VOL. 17:3, p. 205-214
 1988 Mattson, M. R.
16.
Measuring multiple buying influences.
Industrial Marketing Management
1988 : VOL. 17:3, p. 197-204
 1988 Kohli, A. K.
Zaltman, G.
17.
Organizational rewards and coalitions in the industrial buying center.
International Journal of Research in Marketing
1987 : VOL. 4:2, p. 131-146
 1987 Morris, M. H.
Paul, G. W.
Rahtz, D.
18.
Buying group structure : constriction at the top.
Journal of Marketing
1987 : OCT, VOL. 51:4, p. 89-98
 1987 Mc Cabe, D. L.
19.
Industrial purchasing : an empirical exploration of the buyclass framework.
Journal of Marketing
1987 : JUL, VOL. 51:3, p. 71-86
 1987 Anderson, E.
Chu, W.
Weitz, B.
20.
Reperer l'evolution des canaux de distribution = Observations on the evolution of distribution channels.
Revue Francaise de Gestion
1987 : MAR-MAY, 62, p. 90-96
 1987 Filser, M.
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