search query: @indexterm INDUSTRIAL PURCHASING / total: 173
references: 54-63 / 173
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54.
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.
55.
Role stress among industrial buyers : an integrative model.
Journal of Marketing
1987 : APR, VOL. 51:2, p. 28-45
 1987 Michaels, R. E.
Day, R. L.
Joachimsthaler, E. A.
56.
Convergent buying : Hedge against uncertainty.
International Journal of Physical Distribution
1987 : VOL. 17:1, p. 17-27
 1987 Wagner, W.
57.
Dossier : le Partenariat, une nouvelle relation clientes/fournisseurs. Mise en place d'une experience chez Canson et Montgo Fier. L'experience de la Camapgne Saint-Gobain et de SEB. Framatome : un exemple de cooperation industrielle - Les problemes de partenariat. ( *SEB, *SAINT-GOBAIN-PONT-A-MOUSSON )
Revue Francaise de Gestion Industrielle
1986 : VOL. 5:4, p. 3-75
 1986
58.
Industrial buying in high-tech markets.
Industrial Marketing Management
1986 : NOV, VOL. 15:4, p. 293-298
 1986 Abratt, R.
59.
Negotiation styles of industrial buyers.
Industrial Marketing Management
1986 : AUG, VOL. 15:3, p. 171-176
 1986 Perdue, B. C.
Day, R. L.
Michaels, R. E.
60.
Conceptual and methodological issues in buying centre research.
European Journal of Marketing
1986 : VOL. 20:7, p. 50-63
 1986 Spekman, R. E.
Gronhaug, K.
61.
Managing major equipment acquisition programmes.
International Journal of Project Management
1986 : AUG, VOL. 4:3, p. 138-143
 1986 Curling, D.
62.
Developing a manufacturer-distributor information partnership.
Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 157-163
 1986 Reddy, N. M.
Marvin, M. P.
63.
Which buying decisions are made by individuals and not by groups?
Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 129-138
 1986 Patton, W. E.
Puto, C. P.
King, R. H.
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