When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity
Tài liệu tham khảo
Aaker, 2000
Anderson, 1987, Industrial purchasing: An empirical exploration of the buyclass framework, Journal of Marketing, 51, 71, 10.2307/1251648
Anderson, 1988, Structural equation modeling in practice: A review and recommended two-step approach, Psychological Bulletin, 103, 411, 10.1037/0033-2909.103.3.411
Bendixen, 2004, Brand equity in the business-to-business market, Industrial Marketing Management, 33, 371, 10.1016/j.indmarman.2003.10.001
Bonoma, 1977, Industrial buying behavior, 77
Brady, 2005, The importance of brand cues in intangible service industries: An application to investment services, Journal of Services Marketing, 19, 401, 10.1108/08876040510620175
Cannon, 1999, Buyer-seller relationships in business markets, Journal of Marketing Research, 36, 439, 10.2307/3151999
Cox, 2010, Consumer response to drug risk information: The role of positive affect, Journal of Marketing, 74, 31, 10.1509/jmkg.74.4.31
Cretu, 2007, The influence of brand image and company reputation where manufacturers market to small firms: A customer value perspective, Industrial Marketing Management, 36, 230, 10.1016/j.indmarman.2005.08.013
Cyert, 1963
Dean, 1993, Procedural rationality in the strategic decision-making process, Journal of Management Studies, 30, 587, 10.1111/j.1467-6486.1993.tb00317.x
Donthu, 1999, The internet shopper, Journal of Advertising Research, 39, 52
Donthu, 1996, Observations: The infomercial shopper, Journal of Advertising Research, 36, 69
Dowling, 1994, A model of perceived risk and intended risk-handling activity, Journal of Consumer Research, 21, 119, 10.1086/209386
Duncan, 1940, What motivates business buyers, Harvard Business Review, 18, 448
Echambadi, 2006, Empirical generalizations from brand extension research: How sure are we?, International Journal of Research in Marketing, 23, 253, 10.1016/j.ijresmar.2006.02.002
Echambadi, 2007, Mean-centering does not alleviate collinearity problems in moderated multiple regression models, Marketing Science, 26, 438, 10.1287/mksc.1060.0263
Erdem, 2002, The impact of brand credibility on consumer price sensitivity, International Journal of Research in Marketing, 19, 1, 10.1016/S0167-8116(01)00048-9
Fornell, 1981, Evaluating structural equation models with unobservable variables and measurement error, Journal of Marketing Research, 18, 39, 10.2307/3151312
Galbraith, 1974, Organizational design: An information processing view, Interfaces, 4, 28, 10.1287/inte.4.3.28
Gerbing, 1988, An updated paradigm for scale development incorporating unidimensionality and its assessment, Journal of Marketing Research, 25, 186, 10.2307/3172650
Hawes, 1987, How purchasing agents handle personal risk, Industrial Marketing Management, 16, 287, 10.1016/0019-8501(87)90038-1
Heilman, 2000, The evolution of brand preferences and choice behaviors of consumers new to a market, Journal of Marketing Research, 37, 139, 10.1509/jmkr.37.2.139.18728
Henthorne, 1992, Perceived risk in the organizational buyer environment, American Business Review, 10, 68
Homburg, 2010, Brand awareness in business markets: When is it related to firm performance?, International Journal of Research in Marketing, 27, 201, 10.1016/j.ijresmar.2010.03.004
Hu, 1999, Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives, Structural Equation Modeling, 6, 1, 10.1080/10705519909540118
Hutton, 1997, A study of brand equity in an organizational-buying context, The Journal of Product and Brand Management, 6, 428, 10.1108/10610429710190478
Johnston, 1981, The buying center: Structure and interaction patterns, Journal of Marketing, 45, 143, 10.2307/1251549
Johnston, 1994, A review and integration of research on organizational buying behavior, 94
Kapferer, 1988, Consumer brand sensitivity: A key to measuring and managing brand equity, 12
Keller, 1987, Effects of quality and quantity of information on decision effectiveness, Journal of Consumer Research, 14, 200, 10.1086/209106
Kotler, 2006
Laroche, 2001, A three-dimensional scale of intangibility, Journal of Service Research, 4, 26, 10.1177/109467050141003
Laroche, 2004, Exploring how intangibility affects perceived risk, Journal of Service Research, 6, 373, 10.1177/1094670503262955
Lehmann, 1994, Context effects, new brand entry, and consideration sets, Journal of Marketing Research, 31, 364, 10.2307/3152223
Low, 2001, Factors Affecting the Use of Information in the Evaluation of Marketing Communication Productivity, Journal of the Academy of Marketing Science, 29, 70, 10.1177/0092070301291005
Lynch, 2004, The power of emotion: Brand communication in business-to-business markets, Brand Management, 11, 403, 10.1057/palgrave.bm.2540185
Maltz, 1996, Market intelligence dissemination across functional boundaries, Journal of Marketing Research, 33, 47, 10.2307/3152012
Malaval, 2001
Marketing Science Institute
McDougall, 1990, The intangibility of services: Measurement and competitive perspectives, Journal of Services Marketing, 4, 27, 10.1108/EUM0000000002523
McQuiston, 1989, Novelty, complexity, and importance as causal determinants of industrial buyer behavior, Journal of Marketing, 53, 66, 10.2307/1251414
McQuiston, 2004, Successful branding of a commodity product: The case of RAEX LASER steel, Industrial Marketing Management, 33, 345, 10.1016/j.indmarman.2003.07.001
Mitchell, 1999, Consumer perceived risk: conceptualizations and models, European Journal of Marketing, 33, 163, 10.1108/03090569910249229
Mitchell, 1995, Organizational risk perception and reduction: a literature review, British Journal of Management, 6, 115, 10.1111/j.1467-8551.1995.tb00089.x
Mitchell, 2003, Risk reduction in purchasing organisational professional services, Service Industries Journal, 23, 1, 10.1080/02642060308565621
Moorman, 1995, Organizational market information processes: Culture antecedents and new product outcomes, Journal of Marketing Research, 32, 318, 10.2307/3151984
Mudambi, 2002, Branding importance in business-to-business markets: Three buyer clusters, Industrial Marketing Management, 31, 525, 10.1016/S0019-8501(02)00184-0
Mudambi, 1997, An exploration of branding in industrial markets, Industrial Marketing Management, 26, 433, 10.1016/S0019-8501(96)00151-4
Murray, 1990, The impact of services versus goods on consumer's assessment of perceived risk and variability, Journal of the Academy of Marketing Science, 18, 51, 10.1007/BF02729762
Newall, 1977, Industrial buyer behavior, European Journal of Marketing, 11, 166, 10.1108/EUM0000000005008
Payne, 1976, Task complexity and contingent processing in decision making: An information search and protocol analysis, Organizational Behavior and Human Performance, 16, 366, 10.1016/0030-5073(76)90022-2
Peters, 1973, Exploration of variables inherent in adopting an industrial product, Journal of Marketing Research, 10, 312, 10.2307/3149701
Peters, 1972
Puto, 1985, Risk handling strategies in industrial vendor selection decisions, Journal of Marketing, 49, 89, 10.2307/1251179
Rangan, 1991, What Is Industrial Marketing?, 1
Robinson, 1967
Ronchetto, 1989, Embedded influence patterns in organizational buying systems, Journal of Marketing, 53, 51, 10.2307/1251379
Sheth, 1973, A model of industrial buyer behavior, Journal of Marketing, 37, 50, 10.2307/1250358
Shostack, 1977, Breaking free from product marketing, Journal of Marketing, 41, 73, 10.2307/1250637
Siggelkow, 2005, Speed and search: Designing organizations for turbulence and complexity, Organizational Science, 16, 101, 10.1287/orsc.1050.0116
Simon, 1987, Making management decisions: The role of intuition and emotion, The Academy of Management Executive, 1, 57, 10.5465/AME.1987.4275905
Stern, 2006, What does brand mean? Historical-analysis method and construct definition, Journal of the Academy of Marketing Science, 34, 216, 10.1177/0092070305284991
Tushman, 1978, Information processing as an integrating concept in organizational design, Academy of Management Review, 3, 613, 10.2307/257550
Tybout, 1981, Using information processing theory to design marketing strategies, Journal of Marketing Research, 18, 73, 10.2307/3151315
Valla, 1982, The concept of risk in industrial buying behaviour
Webster, 1972, A general model for understanding organizational buying behavior, Journal of Marketing, 36, 12, 10.2307/1250972
Webster, 2000, Understanding the relationships among brands, consumers, and resellers, Journal of the Academy of Marketing Science, 28, 17, 10.1177/0092070300281002
Webster, 2004, A roadmap for branding in industrial markets, Brand Management, 11, 388, 10.1057/palgrave.bm.2540184
Willis, 2000, In-Depth Interviews
Wilson, 2000, Why divide consumer and organizational buyer behavior?, European Journal of Marketing, 34, 780, 10.1108/03090560010331207
Zablah, 2010, The relative importance of brands in modified rebuy purchase situations, International Journal of Research in Marketing, 27, 248, 10.1016/j.ijresmar.2010.02.005