Information Control and Influence in Emergent Buying Centers
The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contributi...
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| Veröffentlicht in: | Journal of marketing 1998-07, Vol.62 (3), p.55-68 |
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| container_end_page | 68 |
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| container_title | Journal of marketing |
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| creator | Dawes, Philip L. Lee, Don Y. Dowling, Grahame R. |
| description | The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contribution of information control, individual attributes, and organization structure variables on influence. The authors find that factors related to the person are the most important in explaining a buying center member's influence for this type of purchasing decision. Although less important, the variables of information control, decentralization, and formalization also affect influence. Overall, the authors find strong empirical support for their model. |
| doi_str_mv | 10.1177/002224299806200304 |
| format | Article |
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Overall, the authors find strong empirical support for their model.</description><subject>Access to information</subject><subject>Business innovation</subject><subject>Communication</subject><subject>Communications networks</subject><subject>Conformity</subject><subject>Consumer research</subject><subject>Corporate purchasing</subject><subject>Decentralization</subject><subject>Decision making</subject><subject>Formalization</subject><subject>Influence</subject><subject>Information control</subject><subject>Marketing</subject><subject>Organizational communication</subject><subject>Organizational structure</subject><subject>Personality traits</subject><subject>Purchasing</subject><subject>Social networking</subject><subject>Social networks</subject><subject>Studies</subject><subject>Technological 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buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contribution of information control, individual attributes, and organization structure variables on influence. The authors find that factors related to the person are the most important in explaining a buying center member's influence for this type of purchasing decision. Although less important, the variables of information control, decentralization, and formalization also affect influence. Overall, the authors find strong empirical support for their model.</abstract><cop>New York</cop><pub>American Marketing Association</pub><doi>10.1177/002224299806200304</doi><tpages>14</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0022-2429 |
| ispartof | Journal of marketing, 1998-07, Vol.62 (3), p.55-68 |
| issn | 0022-2429 1547-7185 |
| language | eng |
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| source | Periodicals Index Online; EBSCOhost Business Source Complete; JSTOR Archive Collection A-Z Listing |
| subjects | Access to information Business innovation Communication Communications networks Conformity Consumer research Corporate purchasing Decentralization Decision making Formalization Influence Information control Marketing Organizational communication Organizational structure Personality traits Purchasing Social networking Social networks Studies Technological innovation Variables |
| title | Information Control and Influence in Emergent Buying Centers |
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