Concepedia

Decision-maker Mapping

Decision-Maker Mapping is a strategic Account-Based Marketing framework that identifies and hierarchically structures key stakeholders within a target organization according to their influence, roles, and interdependencies in the purchasing process, distinguishing it from general contact listing by emphasizing decision-influence dynamics and alignment with sales and marketing engagement strategies.

9

Publications

180

Citations

38

Authors

19

Institutions

Publications per year

2017–2026

0

Parents

Publications

9

The spatial knowledge of retail decision makers: capturing and interpreting group insight using a composite cognitive map

Ian Clarke, Masahide Horita, William Mackaness · The International Review of Retail Distribution and Consumer Research · 2000 · 40 citations

, , +16

Mapping Perceptions of Lupus Medication Decision‐Making Facilitators: The Importance of Patient Context

Haiyan Qu, Richard M. Shewchuk, Graciela S. Alarcón et al. · Arthritis Care & Research · 2016 · 29 citations

, , +16

The impact of design decisions on post occupancy processes in school buildings

Kemi Adeyeye, Poorang Piroozfar, Micah Rosenkind et al. · Facilities · 2013 · 22 citations

, , +10

Strategic interpretation on sustainability issues – eliciting cognitive maps of boards of directors

Jukka-Pekka Bergman, Antti Knutas, Pasi Luukka et al. · Corporate Governance · 2016 · 22 citations

, , +15

Mapping knowledge flow during sustainability assessment

Craig Thomson, Mohamed A. El‐Haram, Rohinton Emmanuel · Proceedings of the Institution of Civil Engineers - Urban Design and Planning · 2010 · 19 citations

, , +17

1–5 of 9

Authors

38

  1. GS
    Graciela S. Alarcón

    University of Alabama at Birmingham, United States

    1 publications · 29 citations

    1

    h-index

  2. AK
    Aleksander Karlik

    Saint Petersburg State University of Economics, Russia

    1 publications · 22 citations

    1

    h-index

  3. JB
    Jukka-Pekka Bergman

    Lappeenranta-Lahti University of Technology, Finland

    1 publications · 22 citations

    1

    h-index

  4. LL
    Lurng-Kuo Liu

    IBM Research - Thomas J. Watson Research Center, United States

    1 publications · 10 citations

    1

    h-index

  5. RM
    Roger Marshall

    Auckland University of Technology, New Zealand

    1 publications · 17 citations

    1

    h-index

1–5 of 38

Institutions

19

  1. Auckland University of Technology

    Auckland, New Zealand

    1 h-index

    1 publications

    17 citations

  2. University of Dundee

    Dundee, United Kingdom

    1 h-index

    1 publications

    19 citations

  3. Durham University

    Durham, United Kingdom

    1 h-index

    2 publications

    80 citations

  4. Kyung Hee University

    Seoul, South Korea

    1 h-index

    1 publications

    17 citations

  5. Mayo Clinic

    Rochester, United States

    1 h-index

    1 publications

    29 citations

  6. Lappeenranta-Lahti University of Technology

    Lappeenranta, Finland

    1 h-index

    5 publications

    110 citations

  7. Boston College

    Boston, United States

    1 h-index

    1 publications

    17 citations

  8. IBM Research - Thomas J. Watson Research Center

    Yorktown Heights, United States

    1 h-index

    3 publications

    30 citations

1–8 of 19

Venues

  1. 1

    h-index

  2. Facilities

    1 publications · 22 citations

    1

    h-index

  3. 1

    h-index

  4. 1

    h-index

  5. Corporate Governance

    1 publications · 22 citations

    1

    h-index

1–5