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Power and influence in the buying centre
16 references·6 citing·38 second hop
Power and influence in the buying centre (1999)Power and influence in the buying centreExchange and Power in Social Life (2017)Exchange and Power in Social …Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures (1992)Influence Strategies in Marke…Consequences of influence tactics used with subordinates, peers, and the boss. (1992)Consequences of influence tac…CONSEQUENCES FOR MANAGERS OF USING SINGLE INFLUENCE TACTICS AND COMBINATIONS OF TACTICS. (1992)CONSEQUENCES FOR MANAGERS OF …The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)The Use of Influence Strategi…Importance of different power sources in downward and lateral relations. (1991)Importance of different power…The charismatic leader: behind the mystique of exceptional leadership (1990)The charismatic leader: behin…Influence tactics and objectives in upward, downward, and lateral influence attempts. (1990)Influence tactics and objecti…Determinants of Influence in Organizational Buying: A Contingency Approach (1989)Determinants of Influence in …Leadership and Performance beyond Expectations (1987)Leadership and Performance be…The Bases of Social Power (1986)The Bases of Social PowerPerceptions of Interfirm Power and Its Use within a Franchise Channel of Distribution (1986)Perceptions of Interfirm Powe…The General Managers. (1984)The General Managers.Interfirm Influence Strategies and Their Application within Distribution Channels (1984)Interfirm Influence Strategie…Handbook of leadership;: A survey of theory and research (1974)Handbook of leadership;: A su…SOCIAL INFLUENCE AND POWER (1964)SOCIAL INFLUENCE AND POWEREnd users’ purchasing task involvement, power and influence strategies in organizational buying (2018)End users’ purchasing task in…Which influence tactics lead to sales performance? It is a matter of style (2014)Which influence tactics lead …The moderating role of composites of cultural values in predicting adolescents influence on family purchase decisions: A study of Asian cases (2011)The moderating role of compos…Balancing power and dependency in buyer-supplier relationships (2008)Balancing power and dependenc…An examination of buying centres in Irish biotechnology companies and its marketing implications (2006)An examination of buying cent…Exploring the role of expert power in channel management: An empirical study (2005)Exploring the role of expert …The Theory of Social and Economic Organization. (1948)Field Theory in Social Science (1953)A study of normative and informational social influences upon individual judgment. (1955)A Relational Model of Authority in Groups (1992)Social Influence: Compliance and Conformity (2004)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)Compliance, identification, and internalization three processes of attitude change (1958)Leadership in Organizations (1981)WHAT GOES AROUND COMES AROUND: THE IMPACT OF PERSONAL CONFLICT STYLE ON WORK CONFLICT AND STRESS (2000)Influence tactics and work outcomes: a meta‐analysis (2002)The Dark Triad at work: How toxic employees get their way (2011)The Nature of Managerial Work (1974)The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach. (2004)Exchange and Power in Social Life. (1965)The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect (1993)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Measuring innovation culture in organizations (2008)External Control of Organizations: Resource Dependence Perspective (2011)Social Behavior: Its Elementary Forms (1963)Estimating Nonresponse Bias in Mail Surveys (1977)Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting (1994)Market Intelligence Dissemination across Functional Boundaries (1996)Sustainability in multi‐tier supply chains: Understanding the double agency role of the first‐tier supplier (2015)The Social Scientific Study of Leadership: Quo Vadis? (1997)An evaluation of conceptual weaknesses in transformational and charismatic leadership theories (1999)The effects of leader and follower emotional intelligence on performance and attitude (2002)The Commitment-Trust Theory of Relationship Marketing (1994)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)Social Capital in the Creation of Human Capital (2000)POWER IN TOP MANAGEMENT TEAMS: DIMENSIONS, MEASUREMENT, AND VALIDATION. (1992)The Contingent Value of Social Capital (1997)The Network Structure Of Social Capital (2000)Impact of ingratiation on judgments and evaluations: A meta-analytic investigation. (1996)Personality moderators of the relationship between abusive supervision and subordinates' resistance. (2001)The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations (2005)Social Identity Theory and the Organization (1989)Relationship-based approach to leadership: Development of leader-member exchange (LMX) theory of leadership over 25 years: Applying a multi-level multi-domain perspective (1995)Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)
this work references cited by second hop

References

  • 2017Exchange and Power in Social Life15,909 cited
  • 1987Leadership and Performance beyond Expectations12,412 cited
  • 1986The Bases of Social Power4,542 cited
  • 1974Handbook of leadership;: A survey of theory and research1,807 cited
  • 1984The General Managers.984 cited
  • 1990Influence tactics and objectives in upward, downward, and lateral influence attempts.846 cited
  • 1992Consequences of influence tactics used with subordinates, peers, and the boss.842 cited
  • 1991The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels709 cited
  • 1984Interfirm Influence Strategies and Their Application within Distribution Channels601 cited
  • 1992CONSEQUENCES FOR MANAGERS OF USING SINGLE INFLUENCE TACTICS AND COMBINATIONS OF TACTICS.551 cited
  • 1991Importance of different power sources in downward and lateral relations.493 cited
  • 1990The charismatic leader: behind the mystique of exceptional leadership485 cited
  • 1992Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures439 cited
  • 1986Perceptions of Interfirm Power and Its Use within a Franchise Channel of Distribution407 cited
  • 1964SOCIAL INFLUENCE AND POWER

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396 cited
  • 1989Determinants of Influence in Organizational Buying: A Contingency Approach356 cited
  • Cited by

    • 2014Which influence tactics lead to sales performance? It is a matter of style60 cited
    • 2005Exploring the role of expert power in channel management: An empirical study50 cited
    • 2006An examination of buying centres in Irish biotechnology companies and its marketing implications21 cited
    • 2018End users’ purchasing task involvement, power and influence strategies in organizational buying19 cited
    • 2008Balancing power and dependency in buyer-supplier relationships19 cited
    • 2011The moderating role of composites of cultural values in predicting adolescents influence on family purchase decisions: A study of Asian cases12 cited