Маркетинг менеджмент

См.: Raymond A. Bauer, «Consumer Behavior at Risk Taking», in Risk Taking and Information Handling in Consumer Behavior, ed. Donald F. Cox (Boston: Division of Research, Harvard Business School, 1967); James W. Taylor, «The Role of Risk in Consumer Behavior», Journal of Marketing (April 1974): 54—60.

176

См.: Priscilla A. La Barbera and David Mazursky, «A Longitudinal Assessment of Consumer Satisfaction/Dissatisfaction: The Dynamic Aspect of the Cognitive Process », Journal of Marketing Research (November 1983): 393—404.

177

См.: Barry L. Bayus, «Word of Mouth: The Indirect Effects of Marketing Efforts», Journal of Advertising Research (June–July 1985): 31—39.

178

См.: Albert O. Hirshman, Exit, Voice and Loyalty (Cambridge, MA: Harvard University Press, 1970).

179

См.: Mary C. Gilly and Richard W. Hansen, «Consumer Complaint Handling as a Strategic Marketing Tool», Journal of Consumer Marketing (Fall 1985): 5–16.

180

См.: James H. Donnelly Jr. and John M. Ivancevich, «Post-Purchase Reinforcement and Back-Out Behavior», Journal of Marketing Research (August 1970): 399—400.

181

John D. Cripps, «Heuristics and Biases in Timing the Replacement of Durable Products», Journal of Consumer Research 21 (September 1994): 304—318.

182

Andy Reinhardt, «SAP: A Sea Change in Software», BusinessWeek , July 11, 2005, pp. 46—47; Janet Guyon, «The Man Who Mooned Larry Ellison», Fortune , July 7, 2003, pp. 71—74.

183

Frederick E. Webster Jr., and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 2.

184

Robert Hiebeler, Thomas B. Kelly, and Charles Ketteman, Best Practices: Building Your Business with Customer-Focused Solutions (New York: Arthur Andersen/Simon & Schuster, 1998), pp. 124—126.

185

Patrick Robinson, Charles W. Faris and Yoram Wind, Industrial Buying and Creative Marketing (Boston: Allyn & Bacon, 1967).

186

См.: Daniel H. McQuiston, «Novelty, Complexity and Importance as Casual Determinants of Industrial Buyer Behavior», Journal of Marketing (April 1989): 66—79; и Peter Doyle, Arch G. Woodside, and Paul Mitchell, «Organizational Buying in New Task and Rebuy Situations», Industrial Marketing Management , February 1979, pp. 7–11.

187

Urban B. Ozanne and Gilbert A. Churchill, Jr., «Five Dimensions of the Industrial Adoption Process», Journal of Marketing Research (August 1971): 322—328.

188

См.: Donald W. Jackson Jr., Janet E. Keith, and Richard K. Burdick, «Purchasing Agents Perceptions of Industrial Buying Center Influence: A Situational Approach», Journal of Marketing (Fall 1984): 75—83.

189

Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 6.

190

Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 78—80.

191

Frederick E. Webster Jr., and Yoram Wind, «A General Model for Understanding Organizational Buying Behavior», Journal of Marketing 36 (April 1972): 12—19; Frederick E. Webster Jr. and Yoram Wind, Organizational Buying Behavior .

192

Frederick E. Webster Jr. and Kevin Lane Keller, «A Road Map for Branding in Industrial Markets», Journal of Brand Management 11 (May 2004): 388—402.

193

Scott Ward and Frederick E. Webster Jr., «Organizational Buying Behavior» in Handbook of Consumer Behavior , edited by Tom Robertson and Hal Kassarjian (Upper Saddle River, NJ: Prentice Hall, 1991), ch.12, pp. 419—458.

194

Frederick E. Webster Jr., and Yoram Wind, Organizational Buying Behavior (Upper Saddle River, NJ: Prentice Hall, 1972), p. 6.

195

Nirmalya Kumar, Marketing as Strategy: Understanding the CEO’s Agenda for Driving Growth and Innovation (Boston: Harvard Business School Press, 2004).

196

Nirmalya Kumar, Marketing as Strategy: Understanding the CEO’s Agenda for Driving Growth and Innovation (Boston: Harvard Business School Press, 2004).

197

Patrick Robinson, Charles W. Faris, and Yoram Wind, Industrial Buying and Creative Marketing (Boston: Allyn & Bacon, 1967).

198

Rick Mullin, «Taking Customer Relations to the Next Level», The Journal of Business Strategy (January–February 1997): 22—26.

199