The effect of perceived personal consequences on participation and influence in organizational buying Article

McQuiston, DH, Dickson, PR. (1991). The effect of perceived personal consequences on participation and influence in organizational buying . JOURNAL OF BUSINESS RESEARCH, 23(2), 159-177. 10.1016/0148-2963(91)90026-T

cited authors

  • McQuiston, DH; Dickson, PR

authors

abstract

  • 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 dcript 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. © 1991.

publication date

  • January 1, 1991

published in

Digital Object Identifier (DOI)

start page

  • 159

end page

  • 177

volume

  • 23

issue

  • 2