Work

Measuring Influence in Organizational Purchase Decisions

Year: 1982

Type: article

Abstract: The authors report findings bearing on the reliability of measures used in industrial marketing research surveys to identify the structure of buying groups. Results obtained in a pilot study of the purchase of lithographic plates by small printing firms reveal a lack of consensus about purchase influence between pairs of informants from the same organizations. Further, the ratings appear to differentiate among roles but not stages in the decision process.

Source: Journal of Marketing Research

DOI: 10.1177/002224378201900201

Authors: Alvin J. Silk, Manohar U. Kalwani

Institutions: Massachusetts Institute of Technology, Purdue University West Lafayette

Language: English

Topic: Consumer Behavior and Marketing Influence

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W2033786379

FWCI: 38.65

Cites: 43

Cited by: 199

Related to: 10