@inbook{345aa9db2c55429b8572a90fb1d0f22c,
title = "How Different Buying Center Members Influence Different Purchasing Phases",
abstract = "This research examined both the composition of the buying center and the variation in the relative influence of those members throughout purchase phases. The results indicated that variation in relative influence of several buying center members was significantly related to the purchase phase. The results have important implications for the development of effective marketing strategies.",
keywords = "Organizational Role, Purchasing Agent, Relative Influence, Supplier Selection, Supply Selection",
author = "Earl Naumann and Robert McWilliams and Lincoln, \{Douglas J.\}",
note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.",
year = "2015",
doi = "10.1007/978-3-319-16946-0\_44",
language = "English",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
pages = "186--190",
booktitle = "Developments in Marketing Science",
}