A phase-differentiated interaction approach to industrial marketing decisions

A Behavioral Theory of the Firm

Richard H. Day, Richard M. Cyert, James G. March et al. · Econometrica · 1964 · 8K citations

Management, Organization Studies, Organizational Behavior +11

A Model of Industrial Buyer Behavior

Jagdish N. Sheth · Journal of Marketing · 1973 · 785 citations

Business, Business Economics, Consumer Behavior +15

Organizational Buying Behavior

Henry A. Sciullo, Frederick E. Webster, Yoram Wind · Journal of Marketing · 1973 · 654 citations

A Model of Industrial Buyer Behavior

Jagdish N. Sheth · Journal of Marketing · 1973 · 405 citations

Business, Business Economics, Consumer Behavior +15

Selling as a Dyadic Relationship – A New Approach

F. B. Evans · American Behavioral Scientist · 1963 · 322 citations

Business, Marketing, Marketing Management +11