search query: @author Qualls, W. J. / total: 3
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| Author: | Qualls, W. J. Puto, C. P. |
| Title: | Organizational climate and decision framing : an integrated approach to analyzing industrial buying decisions. |
| Journal: | Journal of Marketing Research
1989 : MAY, VOL. 26:2, p. 179-192 |
| Index terms: | CONSUMER BEHAVIOUR INDUSTRIAL PURCHASING |
| Language: | eng |
| Abstract: | First, prospect theory is briefly reviewed, then the research on decision framing, and the literature on organizational climate are summarized. A theoretical model is developed that integrates both organizational and individual influences on the industrial buyer's decision frame. The model was tested empirically in a field experiment using a national sample of industrial buyers. |
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