End users' purchasing task involvement, power and influence strategies in organizational buying

Giuseppe Pedeliento, Daniela Andreini, Mara Bergamaschi, Jari Salo

Research output: Contribution to journalArticleScientificpeer-review

Original languageEnglish
JournalJournal of Business and Industrial Marketing
Volume34
Issue number1
Pages (from-to)150-165
Number of pages16
ISSN0885-8624
DOIs
Publication statusPublished - 2019
MoE publication typeA1 Journal article-refereed

Fields of Science

  • Power
  • Users
  • Trucks
  • Influence strategies
  • Organizational buying processes
  • Purchasing task involvement
  • BUSINESS
  • MODEL
  • DETERMINANTS
  • INFORMATION
  • IMPACT
  • BUYERS
  • PERCEPTIONS
  • MANAGEMENT
  • PATTERNS
  • CUSTOMER
  • 512 Business and Management

Cite this

Pedeliento, Giuseppe ; Andreini, Daniela ; Bergamaschi, Mara ; Salo, Jari. / End users' purchasing task involvement, power and influence strategies in organizational buying. In: Journal of Business and Industrial Marketing. 2019 ; Vol. 34, No. 1. pp. 150-165.
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title = "End users' purchasing task involvement, power and influence strategies in organizational buying",
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author = "Giuseppe Pedeliento and Daniela Andreini and Mara Bergamaschi and Jari Salo",
year = "2019",
doi = "10.1108/JBIM-01-2018-0037",
language = "English",
volume = "34",
pages = "150--165",
journal = "Journal of Business and Industrial Marketing",
issn = "0885-8624",
publisher = "EMERALD GROUP PUBLISHING LTD",
number = "1",

}

End users' purchasing task involvement, power and influence strategies in organizational buying. / Pedeliento, Giuseppe; Andreini, Daniela; Bergamaschi, Mara; Salo, Jari.

In: Journal of Business and Industrial Marketing, Vol. 34, No. 1, 2019, p. 150-165.

Research output: Contribution to journalArticleScientificpeer-review

TY - JOUR

T1 - End users' purchasing task involvement, power and influence strategies in organizational buying

AU - Pedeliento, Giuseppe

AU - Andreini, Daniela

AU - Bergamaschi, Mara

AU - Salo, Jari

PY - 2019

Y1 - 2019

KW - Power

KW - Users

KW - Trucks

KW - Influence strategies

KW - Organizational buying processes

KW - Purchasing task involvement

KW - BUSINESS

KW - MODEL

KW - DETERMINANTS

KW - INFORMATION

KW - IMPACT

KW - BUYERS

KW - PERCEPTIONS

KW - MANAGEMENT

KW - PATTERNS

KW - CUSTOMER

KW - 512 Business and Management

U2 - 10.1108/JBIM-01-2018-0037

DO - 10.1108/JBIM-01-2018-0037

M3 - Article

VL - 34

SP - 150

EP - 165

JO - Journal of Business and Industrial Marketing

JF - Journal of Business and Industrial Marketing

SN - 0885-8624

IS - 1

ER -