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

Giuseppe Pedeliento; Daniela Andreini; Mara Bergamaschi; Jari Salo

doi:10.1108/JBIM-01-2018-0037

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

Giuseppe Pedeliento, Daniela Andreini, Mara Bergamaschi, Jari Salo

Research output: Contribution to journal › Article › Scientific › peer-review

Original language	English
Journal	Journal of Business and Industrial Marketing
Volume	34
Issue number	1
Pages (from-to)	150-165
Number of pages	16
ISSN	0885-8624
DOIs	https://doi.org/10.1108/JBIM-01-2018-0037
Publication status	Published - 2019
MoE publication type	A1 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

Access to Document

10.1108/JBIM-01-2018-0037

End Users’ Purchasing Task Involvement, Power, and Influence Strategies in Organizational Buying AAMAccepted author manuscript, 168 KB

Cite this

@article{9c84caf50ea34568a4e74e48600fc237,

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

keywords = "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",

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",

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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 -