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Influence strategies in organizational buying decisions
16 references·0 citing·40 second hop
Influence strategies in organizational buying decisions (1996)Influence strategies in organizational bu…Summated Rating Scale Construction (1992)Summated Rating Scale Constru…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…Scale Development : Theory and Applications (1991)Scale Development : Theory an…Importance of different power sources in downward and lateral relations. (1991)Importance of different power…Influence tactics and objectives in upward, downward, and lateral influence attempts. (1990)Influence tactics and objecti…Handbook of Multivariate Experimental Psychology (1988)Handbook of Multivariate Expe…Leadership and Performance beyond Expectations (1987)Leadership and Performance be…Comparison of five rules for determining the number of components to retain. (1986)Comparison of five rules for …Interfirm Influence Strategies and Their Application within Distribution Channels (1984)Interfirm Influence Strategie…Being in the Right Place: A Structural Analysis of Individual Influence in an Organization (1984)Being in the Right Place: A S…Intraorganizational influence tactics: Explorations in getting one's way. (1980)Intraorganizational influence…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Compliance, identification, and internalization three processes of attitude change (1958)Compliance, identification, a…Coefficient Alpha and the Internal Structure of Tests (1951)Coefficient Alpha and the Int…Generalized expectancies for internal versus external control of reinforcement. (1966)Review of Psychometric theory (2nd ed.). (1979)The Screen for Child Anxiety Related Emotional Disorders (SCARED): Scale Construction and Psychometric Characteristics (1997)Psychometric Properties of the Screen for Child Anxiety Related Emotional Disorders (SCARED): A Replication Study (1999)Reflections on Past Behavior: A Self‐Report Index of Habit Strength 1 (2003)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)The Application of Electronic Computers to Factor Analysis (1960)A Rationale and Test for the Number of Factors in Factor Analysis (1965)The Scree Test For The Number Of Factors (1966)Relation of sample size to the stability of component patterns. (1988)Factor Retention Decisions in Exploratory Factor Analysis: a Tutorial on Parallel Analysis (2004)Preliminary Psychometric Properties of the Acceptance and Action Questionnaire–II: A Revised Measure of Psychological Inflexibility and Experiential Avoidance (2011)Power-Dependence Relations (1962)The social psychology of organizing (1969)The Bases of Social Power (1986)NETWORK CENTRALITY, POWER, AND INNOVATION INVOLVEMENT: DETERMINANTS OF TECHNICAL AND ADMINISTRATIVE ROLES. (1993)POTENTIAL POWER AND POWER USE: AN INVESTIGATION OF STRUCTURE AND BEHAVIOR. (1993)Dynamics of Dyads in Social Networks: Assortative, Relational, and Proximity Mechanisms (2010)Twenty years of consideration and structure (1973)The experience of power: Examining the effects of power on approach and inhibition tendencies. (2002)Measurement and prediction (1950)Intraclass correlations: Uses in assessing rater reliability. (1979)The Pittsburgh sleep quality index: A new instrument for psychiatric practice and research (1989)The theory of planned behavior (1991)Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Scale Development Research (2006)Making sense of Cronbach's alpha (2011)A Relational Model of Authority in Groups (1992)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions (2019)Psychometric properties of the Depression Anxiety Stress Scales (DASS) in clinical samples (1997)Emotional intelligence: In search of an elusive construct. (1998)A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. (2002)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)
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References

  • 1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1991Scale Development : Theory and Applications15,552 cited
  • 1987Leadership and Performance beyond Expectations12,412 cited
  • 1958Compliance, identification, and internalization three processes of attitude change3,817 cited
  • 1986Comparison of five rules for determining the number of components to retain.3,135 cited
  • 1992Summated Rating Scale Construction2,164 cited
  • 1988Handbook of Multivariate Experimental Psychology1,956 cited
  • 1984Being in the Right Place: A Structural Analysis of Individual Influence in an Organization1,548 cited
  • 1980Intraorganizational influence tactics: Explorations in getting one's way.1,394 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
  • 1992

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CONSEQUENCES 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
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