P-ISSN 1534-973X
E-ISSN 2329-9762
Vol. 7, Issue 1, 1997January 01, 1997 CDT
Industrial Buyer Behavior: Toward an Understanding
Industrial Buyer Behavior: Toward an Understanding
HARRY A. HARMON, CRAIG A. CONRAD, GENE BROWN,
Articles in Vol. 7, Issue 1, 1997
Vol. 7, Issue 1, 1997
- Industrial Buyers’ Assessments of Sales BehaviorsDAVID A. REIDRICHARD E. PLANKANN P. MINTON
- Attribution Processes and Salesforce Expectancy PerceptionsTHOMAS E. DECARLOR. KENNETH TEASJAMES C. MCELROY
- A Refinement of INDSALES to Measure Job Satisfaction of Sales Personnel in General Marketing SettingsSARATH A. NONISS. ALTAN ERDEM
- Predictors of Sales Manager Performance: An Empirical StudyANN M. DEVINEG. M. NAIDUARNO K. KLEIMENHAGEN
- An Eclectic Paradigm of Salesperson Compensation: Toward a Comprehensive Framework of the Determinants of Sales Compensation ModesJHINUK CHOWDHURYVICTOR J. MASSAD
- Revisiting the Academic Performance/salesperson Performance RelationshipJOEL HERCHEREGINALD GRAHAMMICHAEL J. SWENSON
- Impact of Volume Usage on Firm Loyalty and Purchase Decision CriteriaKENNETH E. CLOWERIC G. HARRISDAVID L. KURTZ
- Industrial Buyer Behavior: Toward an UnderstandingHARRY A. HARMONCRAIG A. CONRADGENE BROWN
- An Investigation of the Comparative Moderating Effects of Need for Autonomy on the Autonomy-Performance Relationship Between Insurance Agents and Retail SalespersonsCHARLES R. STRAINRONALD D. TAYLOR
HARMON, H. A., CONRAD, C. A., & BROWN, G. (1997). Industrial buyer behavior: Toward an understanding. Marketing Management Journal, 7(1), 101–114. https://doi.org/10.63963/001c.150694