The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying

Daniel H. McQuiston; Peter R. Dickson

doi:10.1016/0148-2963(91)90026-T

The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying

Research output: Contribution to journal › Article › peer-review

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 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.

Original language	American English
Journal	Scholarship and Professional Work - Business
Volume	23
DOIs	https://doi.org/10.1016/0148-2963(91)90026-T
State	Published - Jan 1 1991

Keywords

EXECUTIVES
INDUSTRIAL procurement
Industrial
MANAGEMENT
ORGANIZATIONAL behavior
PSYCHOLOGY
PURCHASING

Disciplines

Business
Marketing
Sales and Merchandising

Access to Document

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Cite this

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title = "The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying",

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 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.",

keywords = "EXECUTIVES, INDUSTRIAL procurement, Industrial, MANAGEMENT, ORGANIZATIONAL behavior, PSYCHOLOGY, PURCHASING",

author = "McQuiston, {Daniel H.} and Dickson, {Peter R.}",

year = "1991",

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AU - McQuiston, Daniel H.

AU - Dickson, Peter R.

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N2 - 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.

AB - 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.

KW - EXECUTIVES

KW - INDUSTRIAL procurement

KW - Industrial

KW - MANAGEMENT

KW - ORGANIZATIONAL behavior

KW - PSYCHOLOGY

KW - PURCHASING

UR - https://digitalcommons.butler.edu/cob_papers/10

U2 - 10.1016/0148-2963(91)90026-T

DO - 10.1016/0148-2963(91)90026-T

M3 - Article

VL - 23

JO - Scholarship and Professional Work - Business

JF - Scholarship and Professional Work - Business

ER -

The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying

Abstract

Keywords

Disciplines

Access to Document

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Cite this