Organizational mating and industrial marketing conservatism — some reasons why industrial marketing managers resist marketing theory

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1971 • 6,615 citations

A Strategic Contingencies' Theory of Intraorganizational Power

1971 • 1,391 citations

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1971 • 745 citations

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2012 • 63 citations

The allocation of resources to marketing communications in industrial markets

1974 • 24 citations

An examination of the purchasing process for technical industrial products

1973 • 3 citations