Browsing Artículos by Author "Cabanelas, Pablo"
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Online reverse auctions research in marketing versus SCM: A review and future directions
Mora Cortez, Roberto; Cabanelas, Pablo; Charterina Abando, Jon (Elsevier, 2023-11)An online reverse auction (ORA) is a dynamic procurement mechanism that allows suppliers to compete in real time via a platform to gain a buyer's business. The ORA is a technological tool introduced in the late 1990s, ... -
The buying center concept as a milestone in industrial marketing: Review and research agenda
Cabanelas, Pablo; Mora Cortez, Roberto; Charterina Abando, Jon (Elsevier, 2023-01-01)The buying center (BC) has captivated the attention of researchers for >50 years, becoming a central element of organizational buying behavior. While it seems easy to identify the BC participants in any given situation, ...