Measuring perceived pre-purchase risk for a new industrial product
Industrial Marketing ManagementPublished 1 November 1979Open access
Jean‐Marie Choffray, Paul E. Johnston
Citations31
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
peer reviewed
Keywords
Decision SciencesEconomics, Econometrics and Finance
Multivariate Data Analysis
1,930 Citations2008
Journal of MarketingA General Model for Understanding Organizational Buying Behavior
742 Citations1972Frederick E. Webster, Yoram Wind
DSpace@MIT (Massachusetts Institute of Technology)A new approach to industrial market segmentation
68 Citations2013Jean‐Marie Choffray, Gary L. Lilien
A measurement tool, called a decision matrix, is developed and used in a segmentation procedure based on cluster analysis, which is applied to a study of industrial air conditioning, leading to results which have direct impact on the development of marketing and communications strategies.
Journal of Marketing ResearchExploration of Variables Inherent in Adopting an Industrial Product
47 Citations1973Michael Peters, M. Venkatesan
DSpace@MIT (Massachusetts Institute of Technology)Methodology for investigating differences in evaluation criteria among industrial buying influences
1 Citations2011Jean‐Marie Choffray, Gary L. Lilien