Concepedia

Buying Center Analysis

Buying Center Analysis is a strategic marketing framework used to identify and understand the roles, influences, and decision-making dynamics of individuals within an organizational buyer unit, distinguished by its focus on mapping stakeholder interactions and power structures in B2B purchasing processes.

24

Publications

1.5K

Citations

52

Authors

33

Institutions

Publications per year

2017–2026

2

Variants

Dmu Analysis

Parents

Publications

24

Influence Strategies in Buying Centers

R. Venkatesh, Ajay K. Kohli, Gerald Zaltman · Journal of Marketing · 1995 · 196 citations

, , +10

An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry

Gary L. Lilien, M. Anthony Wong · Journal of Marketing Research · 1984 · 163 citations

, , +11

Adoption of electronic commerce tools in business procurement: enhanced buying center structure and processes

Talai Osmonbekov, Daniel C. Bello, David I. Gilliland · Journal of Business and Industrial Marketing · 2002 · 156 citations

, , +17

The influence of purchase situation on buying center structure and involvement: a select meta-analysis of organizational buying behavior research

Jeffrey E. Lewin, Naveen Donthu · Journal of Business Research · 2004 · 104 citations

, , +12

Customer solutions in the capital goods industry: Examining the impact of the buying center

Alke Töllner, Markus Blut, Hartmut H. Holzmüller · Industrial Marketing Management · 2011 · 92 citations

, , +16

1–5 of 24

Authors

52

  1. GL
    Gary L. Lilien

    Pennsylvania State University, United States

    2 publications · 213 citations

    2

    h-index

  2. GZ
    Gerald Zaltman

    Northwestern University, United States

    2 publications · 282 citations

    2

    h-index

  3. JE
    Jeffrey E. Lewin

    University of North Texas, United States

    2 publications · 136 citations

    2

    h-index

  4. AK
    Ajay K. Kohli

    Georgia Institute of Technology, United States

    2 publications · 282 citations

    2

    h-index

  5. DT
    David T. Wilson

    James Cook University, Australia

    2 publications · 78 citations

    2

    h-index

1–5 of 52

Institutions

33

  1. Boston College

    Boston, United States

    3 h-index

    3 publications

    386 citations

  2. Pennsylvania State University

    State College, United States

    3 h-index

    3 publications

    241 citations

  3. Georgia State University

    Atlanta, United States

    3 h-index

    5 publications

    480 citations

  4. The University of Texas at Austin

    Austin, United States

    2 h-index

    2 publications

    282 citations

  5. Harvard University

    Cambridge, United States

    2 h-index

    2 publications

    282 citations

  6. University of North Carolina at Charlotte

    Charlotte, United States

    1 h-index

    2 publications

    44 citations

  7. Australian Federation of Graduate Women New South Wales

    Sydney, Australia

    1 h-index

    1 publications

    42 citations

  8. University of Hohenheim

    Stuttgart, Germany

    1 h-index

    1 publications

    20 citations

1–8 of 33

Venues

  1. Industrial Marketing Management

    7 publications · 358 citations

    7

    h-index

  2. Journal of Business and Industrial Marketing

    5 publications · 343 citations

    5

    h-index

  3. Journal of Marketing

    JM · 2 publications · 282 citations

    2

    h-index

  4. Journal of Business Research

    JBR · 2 publications · 134 citations

    2

    h-index

  5. Journal of Marketing Research

    2 publications · 213 citations

    2

    h-index

1–5