Organizational Buying

Bonge, J.W. (1972) "Purchasing manager and the introduction of computers ." J. of Purchasing (May): 25-39.

Busch, P. and D.T. Wilson (1975) "An experimental analysis of a salesman's expert and referent bases of social power in the buyer-seller dyad." (unpublished)

Cyert, R.M. and J.G. March (1963) A Behavior Theory of the Firm. Englewood Cliffs, N.J.: Prentice-Hall.

Czepiel, J.A. (1974) "Word-of-mouth processes in the diffusion of a major technological innovation." J. of Marketing Research (May): 172-180.

Haines, G. (1972) "Process models of consumer decision making." Presented at Consumer Affairs Workshop, University of Rochester, 1971.

Lehman, M.A. and R.M. Cardozo (1973) "Product or industrial advertisements." J. of Advertising Research (April): 43-47.

Lehmann, D.R. and J. O'Shaughnessy (1974) "Difference in attribute importance for different industrial products." J. of Marketing (April): 36-42.

Levitt, T. (1965) "Industrial purchasing behavior: a study of communication effects." Harvard University Graduate School of Business Administration.

Marti Lla, J.A. (1971) "Word-of-mouth communication in the industrial adoption process." J. of Marketing Research (May): 173-178.

Monoky, J.F. , H.L. Mathews , and D.T. Wilson (1975) "Information source preference by industrial buyers as a function of the buying situation." Pennsylvania State University. (unpublished)

Moore, L.D. and H.E. Fearon (1973) "Computer assisted decision making in purchasing ." J. of Purchasing (November): 5-25.

Newell, A. and H.A. Simon (1972) Human Problem Solving. Englewood Cliffs, N.J.: Prentice-Hall.

Ozanne, U.B. and G.A. Churchill (1971) "Five dimensions of the industrial adoption process ." J. of Marketing Research (August): 322-328.

--- ( 1968) "Adoption research: information sources in the industrial purchasing decision," pp. 352-359 in R. L. King (ed.) Marketing and the New Science of Planning. Chicago: American Marketing Association.

Robinson, P.J. , C.W. Faris , and Y. Wind (1967) Industrial Buying and Creative Marketing. Boston: Allyn & Bacon.

Schroder, H.M. , M.J. Driver , and S. Streufert (1967) Human Information Processing. New York: Holt, Rinehart & Winston.

Sheth, J.N. (1973) "A model of industrial buyer behavior." J. of Marketing (October): 50-56.

--- ( 1972) "A theory of industrial buying decision." Working Paper. University of Illinois College of Commerce and Business Administration.

Sti Les, G.W. (1974) "Determinants of the industrial buyer's level of information processing: organizations, situations, and individual differences," pp. 116-135 in G. D. Hughes and M. L. Ray (eds.) Buyer/Consumer Information Processing. Chapel Hill: Univ. of North Carolina Press.

Sweeney, T.W. , H.L. Mathews , and D.T. Wilson (1973) "An analysis of industrial buyers' risk reducing behavior: some personality correlates." Proceedings of the American Marketing Association (Fall): 217-221.

Webster, F.E., Jr. (1970) "Informal communication in industrial markets." J. of Marketing Research (May): 186-189.

--- ( 1969) "New product adoption in industrial markets: a framework for analysis." J. of Marketing (July): 35-39.

---and Y. Wind ( 1972) Organizational Buying Behavior. Englewood Cliffs, N.J.: Prentice-Hall.

Weigand, R.E. (1966) "Identifying industrial buying responsibility." J. of Marketing Research (February): 81-84.

Wilson, D.T. and H.L. Mathews (1971) "Impact of management information systems upon purchasing decision-making." J. of Purchasing (February): 48-56.

---and J.F. Monoky (1972a) "The effect of perceived similarity upon buyer-seller interaction: an experimental approach." J. of Marketing Research (February): 103-105.

--- ( 1972b) "Attitude as a predictor of behavior in a buyer-seller bargaining situation: an experimental approach." Proceedings of the American Marketing Association (Fall): 290-395.