An extended interpersonal influence model of organizational buyer behavior
- 1 June 1982
- journal article
- Published by Elsevier in Journal of Business Research
- Vol. 10 (2) , 147-157
- https://doi.org/10.1016/0148-2963(82)90024-8
Abstract
No abstract availableThis publication has 8 references indexed in Scilit:
- Influence and Information: An Exploratory Investigation of the Boundary Role Person's Basis of Power.The Academy of Management Journal, 1979
- Informational influence in group discussionOrganizational Behavior and Human Performance, 1974
- The influence of reward magnitude, opening bid and concession rate on profit earned in a managerial negotiation gameBehavioral Science, 1974
- A Model of Industrial Buyer BehaviorJournal of Marketing, 1973
- Information Control as a Power ResourceSociology, 1972
- Review and theoretical analysis of the effects of group processes upon individual and group decisions involving risk.Psychological Bulletin, 1971
- Group Problem SolvingAdvances in Experimental Social Psychology, 1965
- Discussion, Decision, Commitment, and Consensus in "Group Decision'"Human Relations, 1955