The Effect of Perceived Personal Consequences on Participation and Influence in Organizational BuyingJournal of Business Research
AbstractA 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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Citation InformationDaniel 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/