Correlates of Interpersonal Purchase Influence in Organizations
Journal of Consumer Research1982Vol. 9(2), pp. 171–171
Citations Over TimeTop 10% of 1982 papers
Abstract
A concept of interpersonal purchase influence is defined in the context of an organizational buying situation. Selected social and organizational bases of influence from a personal source are hypothesized to explain changes in a decisionmaker's product evaluations. Characteristics of the decision-maker are hypothesized to mediate the source's effects. Results from a field experiment partially supported a model and hypotheses derived from role theory. It was found that the number as well as the type of influence bases in a source are relevant in explaining interpersonal purchase influence.
Related Papers
- → Correlates of Interpersonal Purchase Influence in Organizations(1982)66 cited
- → Interpersonal Behavior in an Isolated and Confined Environment(2009)12 cited
- Viewing Chinese Interpersonal Trust from the Angle of Traditional Culture(2009)
- An investigation on middle school student’s interpersonal relationships under new curriculum enhancements(2005)
- Analysis on Harmonious Interpersonal Relationships between College Librarians(2011)