Open Access. Powered by Scholars. Published by Universities.®
- File Type
Articles 1 - 2 of 2
Full-Text Articles in Business
The Effect Of Perceived Personal Consequences On Participation And Influence In Organizational Buying, Daniel Mcquiston, Peter Dickson
The Effect Of Perceived Personal Consequences On Participation And Influence In Organizational Buying, Daniel Mcquiston, Peter Dickson
Daniel H. McQuiston
A potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not the participant expects any personal repercussions to result from the decision outcome. Justified by a script theory extension of the reward/measurement model, the above proposition was tested and supported using a LISREL model fitted to the responses of executives who participated in the purchase of a specialized item of capital equipment.
Novelty, Complexity, And Importance As Causal Determinants Of Industrial Buyer Behavior, Daniel H. Mcquiston
Novelty, Complexity, And Importance As Causal Determinants Of Industrial Buyer Behavior, Daniel H. Mcquiston
Daniel H. McQuiston
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 …