The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Determinants of Influence in Organizational Buying: A Contingency Approach
Abstract
The author investigates factors that affect an individual's influence in a buying center. A field investigation of 251 organizational purchase decisions suggests that expert power is the most important influence determinant, followed by reinforcement power. Interestingly, the effectiveness of individual power bases is found to vary with buying center size, viscidity, time pressure, and the strength of accompanying influence attempts. New measures of different types of power and influence in group settings are developed, validated, and offered for use in future research.
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Citations
Cites
A Paradigm for Developing Better Measures of Marketing Constructs
Churchill, G. A. (1979) · Journal of Marketing Research · doi:10.1177/002224377901600110 · Cited by 16,549
Estimating Nonresponse Bias in Mail Surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.2307/3150783 · Cited by 12,222
Estimating nonresponse bias in mail surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.1177/002224377701400320 · Cited by 10,390
Corporate decision making: An empirical study.
Stagner, R. (1969) · Journal of Applied Psychology · doi:10.1037/h0026849 · Cited by 108
Cited by
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613
“863 [61,84] Consumer disposition to trust (CDT) Reflective 4.”
BackgroundKim, D. J., Ferrin, D. L., & Rao, H. R. (2009) · Information Systems Research · doi:10.1287/isre.1080.0188 · Cited by 990
Switching barriers in business‐to‐business services: a qualitative study
Yanamandram, V., & White, L. (2006) · International Journal of Service Industry Management · doi:10.1108/09564230610656980 · Cited by 187
Kongsompong, K., Green, R. T., & Patterson, P. G. (2009) · Australasian Marketing Journal · doi:10.1016/j.ausmj.2009.05.013 · Cited by 51
Metadata
- Authors
- Kohli, A.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1989-07
- Volume
- 53
- Issue
- 3
- Pages
- 50-65
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2065789079
- Cited by
- 356
- References
- 4
- FWCI
- 14.00
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
