Buying Roles is a conceptual framework within organizational buying behavior that delineates the distinct responsibilities and influences assumed by individuals or groups in a purchasing decision process, differentiating them by their specific functions such as user, buyer, influencer, gatekeeper, and decider.
44
Publications
2.1K
Citations
74
Authors
44
Institutions
Publications per year
2017–2026
2
Publications
44
1–5 of 44
Authors
74
- RT
2
h-index
- ICIsabella C. M. Cunningham
The University of Texas at Austin, United States
2 publications · 128 citations
2
h-index
- MD
2
h-index
- EW
2
h-index
- JR
2
h-index
1–5 of 74
Institutions
44
Arizona State University
Tempe, United States
2 h-index
3 publications
319 citations
University of Washington
Seattle, United States
2 h-index
2 publications
116 citations
Massachusetts Institute of Technology
Cambridge, United States
2 h-index
2 publications
252 citations
McMaster University
Hamilton, Canada
1 h-index
1 publications
88 citations
WHU – Otto Beisheim School of Management
Vallendar, Germany
1 h-index
2 publications
112 citations
Purchase College
Purchase, United States
1 h-index
3 publications
216 citations
University of Southern California
Los Angeles, United States
1 h-index
1 publications
29 citations
Chalmers University of Technology
Gothenburg, Sweden
1 h-index
2 publications
406 citations
1–8 of 44
Venues
- Journal of Marketing
JM · 6 publications · 459 citations
6
h-index
- Journal of Purchasing and Supply Management
4 publications · 160 citations
4
h-index
- Journal of Marketing Research
4 publications · 284 citations
4
h-index
- Industrial Marketing Management
4 publications · 232 citations
4
h-index
- European Journal of Purchasing & Supply Management
4 publications · 300 citations
4
h-index
1–5