제1장

1) 林鍾沅, 현대마아케팅관리론, 무역경영사, 1987, p.861.

제2장

1) Robert W. Haas, Industrial Marketing Management, 2nd ed., Kent Publishing Co., 1982, p.6.

2) Philip Kotler, Marketing Management, 4th ed, Analysis, Planning, and Control, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, U.S.A. 1980, p.19.

3) Frederick E. Webster, Jr., Industrial Marketing Strategy, The Amos Juck School of Business Administration Dartmouth College, A Ronold Press Publication, "The mature and scope of industrial Marketing," John Wiley & Sons, Inc. 1979,

4) E. Raymond Corey, Industrial Marketing:Cases and Concepts, 2nd ed., Englewood Chiffs, N.J.:Prentice-Hall, Inc., 1976, p.1.

5) Robert W. Haas, op. cit., p.6.

6) B. Charles Ames, "Trapping Vs Substance in Industrial Marketing", Harvard Business Review, 48.4, July-Aug, 1970, pp.93-102.

7) E. Raymond Corey, op. cit., pp.40-41.

8) Robert W. Haas, op.cit., p.25.

9) 柳東根, 최신마아케팅론, 석정, 1987, p.228.

10) Robert W. Haas, op. cit., pp.26-28.

林鍾沅, 현대마아케팅관리론, 무역경여사, 1987, pp.863-64.

제3장

1) Frederick E. Webster, Jr, and Yoram Wind, "A General Model for Understanding Organizational Buying Behavior," Journal of Marketing, April, 1972, p.14.

2) F.M. Nicosia and Yoram Wind, "Energing Models of Organizational Buying Processes," Industrial Marketing Management, 6, 1977, p.362.

3) P. Doyle, A.G. Woodside and P. Michell, "Organizations Buying in New Task and Rebuy Situations," Industrial Marketing Management, 8, 1979, pp.7-11.

4) R.J. Robinson, C.W. Faris and Yoram Wind, IIndustrial Buying and Creative Marketing, (Boston:Allyn & Bacon, Inc., 1967).

5) Urban B. Ozanne and Gilbert A. Churchill, Jr., "Five Demensions of the Industrial Adoption Process, "Journal of Marketing Research, 1971, pp.322-28.

6) 林鍾沅, 현대마아케팅관리론, 무역경영사, 1987, p.866.

7) F.E. Webster, Jr., Industrial Marketing Strategy, John Wiley & Sons, New York, 1979, p.27.

8) F.M. Nicosia and Y. Wind, op.cit., p.362.

9) Robinson, Faris, and Wind, Industrial Buying

10) William A. Dempsey, "Vendor Seletion And the Buying Process", Industrial Maketing Management, 7, 1987, pp.257-67.

11) Ibid.

12) Donald R. Lehmann and John O'Shaughnessy, "Difference in Attribute Importane for Different Industrial Products," Journal of Marketing, April, 1974, pp.36-42.

13) Leonard Groenveld, "The Implication of Blanket Contracting for Industrial Purchasing and Marketing," Journal of Purchasing, November, 1972, pp.51-58 ; and H. Lee Mathews, David T. Wilson, and Klaus Backhaus, "Selling to the Computer Assisted Buyer," Industrial Marketing Management, 6, 1977, pp.307-15.

14) C. David Wieters and Lonnie L. Ostrom, "Supplier Evaluation as a New Marketing Tool." Industrial Marketing Management, 8, 1979, pp.161-66.

15) Richard N. Cardozo, "Modelling Organization Buying as a Sequence of Decisions," Industrial Marketing Management, 12, 1983, pp.75-81.

16) R.E. Weigand, "Why Studying the Purchasing Agent is Not Enough", Journal of Marketing, January, 1968, p.41.

17) F.M. Nicosia and Y. Wind, op. cit., p.358.

18) F.E. Webster, Jr., and Y. Wind, op.cit., p.77.

19) R.E. Speckman and L.W. stern, "Environmental Uncertainty and Buying Group Structure:An Empirical Investigation." Journal of Marketing, Spr, 1979, p.56.

20) R.E. Spekman and L.W. stern, op. cit., pp.77.

21) F.E. Webster, Jr., and Y. Wind, op.cit., pp.78-80/

21) F.E. Webster, Jr., and Y. Wind, op.cit., pp.78-80.

Peter M. Chisnal, Effective Industrial Marketing(Longman Group Inc, Published in U.S.A., New York, 1977), pp.73-76.

22) F.E. Webster, Jr., and Y. Wind, op.cit., p.77.

23) F.E. Webster, Jr, "Informal Communications in Industrial Markets," Journal of Marketing Research, Vol.VII, No.12, May, 1970.

24) John C. Martillan, "Word-of-Mouth, Communication in the Industrial adoption precess." Journal of Marketing Research, Vol.VIII, No.2, May, 1971.

25) 林鍾沅, op.cit., p.866.

26) F.M. Nicosia and Y. Wind, op.cit., p.363.

27) Frederick E. Webster, Jr., "Modeling The Industrial Buying Process", Journal of Marketing Research, November, 1965, pp.370-76.

28) Frederick E. Webster, Jr., and Yoram Wind, Organizational Buying Behavior, (Englewood Cliff, New Joursey, Prentice-Hall Inc, 1972) "For a brief description of the model, see webster and wind, A General Model for Understanding Organizational Buying Behavior, "Journal of Marketing 136, April, 1972, pp.12-19.

29) Frederick E. Webster, Jr., and Yoram Wind, op. cit., p.41.

30) Harold J. Levitt, "Applied Organization Change in Indurstry Structural, Technical and Human Approach," in New Perspectives in Organization Research, W.W. Cooper, H.J. Levitt and M.W. Shelly, 2nd ed, (New York, John Wiley & Sons, Inc., 1964), pp.51-71.

31) Frederick E. Webster, Jr., and Yoram Wind, op.cit., 1972, p.39.

32) Ibid, p.38.

33) D. Robey, and W.J. Johnston, "Lateral Influences and Vertical Authority in Organization Buying, "Indurstrial Marketing Management, 6, 1977, p.452.

34) Muzaffar A. Shaikh and Behram J. Hansotia, "Historical and New Perspectives on Industrial Buyer Behavior," in Jagdish N. Sheth, ed., Research in Consumer Behavior, Vol.I, JAI Press, Inc., 1985, pp.245-46.

35) Jagdish N. Sheth, "A Model of Industrial Buyer Behavior," Journal of Marketing, Vol.37, Oct. 1973, pp.50-56.

36) Raymond L. Horton, Buyer Behavior:A Decision-making Approach, Charles E. Merrill Publishing Co., 1984, pp.395-96.

37) Frederick E. Webster, Jr., op.cit., 1979, p.30:Wesley J. Johnston, Patte군 in Industrial Buying Behavior, Praeger Publishers, 1981, p.23.

38) Jean-Marie Choffray and Gray L. Lilien, "Assessing Response to Industrial Marketing Strategy," Journal of Marketing, April, 1978, pp.20-31.

39) Raymond L. Horton, op.cit., p.397.

40) Jean-Marie Choffray and Gary L. Lilien, Marketing Planning for New Industrial Products, John Wiley & Sons, Inc., 1980.

41) Wesley J. Johnston, Patte군 in Insdustrial Buying Behavior, Praeger Publishers, 1981, p.21.

42) Muzaffar A. Shaikh and Behram J. Hansotia, op. cit., pp.260-77.

43) Ibid.

44) 확장적 문제해결(extended problem solving)은 구매자가 인숙치 않은 제품종류를 접하거나 사용기준을 모를 때, 즉 좋은 제품을 선택하기 위하여 고려해야 할 제품 속성들을 알고 있지 못 할 때를 말함. 제한된 문제해결(limited problem solving)은 구매자들이 제품종류에 대해서는 완전히 알고있지만 모든 상표와 특성을 다 알고 있는 것은 아니기 때문에 이 상황을 제한된 문제 해결이라함.

John A. Howard, Consumer Behavior:Application of Theory, McGraw

45) Glen L. Urban and John R. Hauser, Design and Marketing of New Products, Prentice-Hall, Inc., 1986.