Influence tactics in buyer — seller processes

Marketing Management: Analysis, Planning and Control

Neil H. Borden, Philip Kotler · Journal of Marketing · 1973 · 2.5K citations

Business, Marketing, Marketing Management +5

Industrial marketing: An organizational problem?

Håkan Håkansson, Claes Östberg · Industrial Marketing Management · 1975 · 218 citations

Business, Marketing, Marketing Management +8

Supplier Selection in an International Environment—An Experimental Study

Håkan Håkansson, Björn Wootz · Journal of Marketing Research · 1975 · 166 citations

Management, International Business, Supply Chain Management +11

Supplier Selection in an International Environment: An Experimental Study

Håkan Håkansson, Björn Wootz · Journal of Marketing Research · 1975 · 106 citations

Management, Operations Management, Supply Chain Management +13

Marketing Management: Operating, Strategic, and Administrative

Donald J. Hempel, John A. Howard · Journal of Marketing · 1974 · 10 citations

Management, Marketing Management, Strategic Management +10