Concepedia

Purchasing Center Analysis

Purchasing Center Analysis is a methodological framework within business market research that identifies and evaluates the roles, influences, and decision-making dynamics of individuals and groups involved in organizational purchasing processes.

18

Publications

883

Citations

40

Authors

24

Institutions

Publications per year

2017–2026

1

Variants

Dmu Analysis

Parents

Publications

18

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

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

Purchase-Related Factors and Buying Center Structure

Geok-Theng Lau, Mark Goh, Shan Lei Phua · Industrial Marketing Management · 1999 · 74 citations

, , +11

Buying center research and business marketing practice: meeting the challenge of dynamic marketing

Morry Ghingold, David T. Wilson · Journal of Business and Industrial Marketing · 1998 · 64 citations

, , +13

Managing risks in organizational purchasing through adaptation of buying centre structure and the buying process

Juha Munnukka, Pentti Järvi · Journal of Purchasing and Supply Management · 2008 · 61 citations

, , +13

1–5 of 18

Authors

40

  1. GL
    Gary L. Lilien

    Pennsylvania State University, United States

    2 publications · 213 citations

    2

    h-index

  2. DT
    David T. Wilson

    James Cook University, Australia

    2 publications · 78 citations

    2

    h-index

  3. GR
    Grahame R. Dowling

    UNSW Sydney, Australia

    1 publications · 42 citations

    1

    h-index

  4. HH
    Hartmut H. Holzmüller

    TU Dortmund University, Germany

    1 publications · 92 citations

    1

    h-index

  5. PL
    Philip L. Dawes

    University of Wolverhampton, United Kingdom

    1 publications · 42 citations

    1

    h-index

1–5 of 40

Institutions

24

  1. Pennsylvania State University

    State College, United States

    3 h-index

    3 publications

    241 citations

  2. UNSW Sydney

    Sydney, Australia

    1 h-index

    1 publications

    42 citations

  3. University of Alaska Anchorage

    Anchorage, United States

    1 h-index

    2 publications

    108 citations

  4. University of the Basque Country

    Leioa, Spain

    1 h-index

    1 publications

    38 citations

  5. University of Georgia

    Athens, United States

    1 h-index

    1 publications

    12 citations

  6. Center for International Environmental Law

    Washington D.C., United States

    1 h-index

    1 publications

    12 citations

  7. Universidad de Valladolid

    Valladolid, Spain

    1 h-index

    3 publications

    54 citations

  8. University of Maryland, College Park

    College Park, United States

    1 h-index

    1 publications

    42 citations

1–8 of 24

Venues

  1. Industrial Marketing Management

    6 publications · 338 citations

    6

    h-index

  2. Journal of Business and Industrial Marketing

    3 publications · 108 citations

    3

    h-index

  3. Journal of Marketing Research

    2 publications · 213 citations

    2

    h-index

  4. 1

    h-index

  5. European Journal of Marketing

    EJM · 1 publications · 42 citations

    1

    h-index

1–5