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Article
The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying
Journal of Business Research
  • Daniel H. McQuiston, Butler University
  • Peter R. Dickson
Document Type
Article
Publication Date
1-1-1991
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.
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The version of record can be found through Elsevier.

Citation Information
Daniel H. McQuiston and Peter R. Dickson. "The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying" Journal of Business Research Vol. 23 (1991)
Available at: http://works.bepress.com/daniel_mcquiston/6/