Correlates of Interpersonal Purchase Influence in Organizations
Open Access
- 1 September 1982
- journal article
- Published by Oxford University Press (OUP) in Journal of Consumer Research
- Vol. 9 (2) , 171-182
- https://doi.org/10.1086/208910
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.Keywords
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