Document Type
Article
Publication Date
1991
Publication Title
Journal of Business Research
DOI
http://dx.doi.org/10.1016/0148-2963(91)90026-T
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.
Rights
The version of record can be found through Elsevier.
Recommended Citation
McQuiston, Daniel H. and Dickson, Peter R., "The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying" (1991). Scholarship and Professional Work - Business. 10.
https://digitalcommons.butler.edu/cob_papers/10
