The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior
Abstract
To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing researchers would agree that there are different types of purchase situations, they would disagree on a taxonomy for describing them. The author uses past research as a point of departure and proposes a structural equations model that suggests the purchase situation attributes of novelty, complexity, and importance are causal determinants of participation and influence in an industrial purchase decision. The results indicate that these constructs, especially novelty and importance, provide a plausible typology for describing participation and influence in industrial purchase situations.
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Cites
Representing and Testing Organizational Theories: A Holistic Construal
Bagozzi, R. P., & Phillips, L. W. (1982) · Administrative Science Quarterly · doi:10.2307/2392322 · Cited by 2,064
Being in the Right Place: A Structural Analysis of Individual Influence in an Organization
Brass, D. J. (1984) · Administrative Science Quarterly · doi:10.2307/2392937 · Cited by 1,549
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Homburg, C., Müller, M., & Klarmann, M. (2011) · Journal of Marketing · doi:10.1509/jm.75.2.55 · Cited by 532
Influences on Consumer Use of Word-of-Mouth Recommendation Sources
Duhan, D. F., Johnson, S. D., Wilcox, J. B., & Harrell, G. D. (1997) · Journal of the Academy of Marketing Science · doi:10.1177/0092070397254001 · Cited by 490
Iwasaki, Y., & Havitz, M. E. (2004) · Journal of Leisure Research · doi:10.1080/00222216.2004.11950010 · Cited by 375
Metadata
- Authors
- McQuiston, D. H.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1989-04
- Volume
- 53
- Issue
- 2
- Pages
- 66-79
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2032220275
- Cited by
- 302
- References
- 2
- FWCI
- 10.89
- Type
- journal article
- Language
- en
- Open access
- closed
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- McQuiston, D. H. (1989). Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior. Journal of Marketing. https://doi.org/10.1177/002224298905300205
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
