Measuring Influence in Organizational Purchase Decisions

Alvin J. Silk · Manohar U. Kalwani

199 citations0/0 files storedJournal of Marketing Research

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Consumer Behavior and Marketing Influence Customer Service Quality and Loyalty Multi-Criteria Decision Making

Abstract

The authors report findings bearing on the reliability of measures used in industrial marketing research surveys to identify the structure of buying groups. Results obtained in a pilot study of the purchase of lithographic plates by small printing firms reveal a lack of consensus about purchase influence between pairs of informants from the same organizations. Further, the ratings appear to differentiate among roles but not stages in the decision process.

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References

1951Coefficient Alpha and the Internal Structure of Tests 1960A Coefficient of Agreement for Nominal Scales 1971Statistical Analysis of Sets of Congeneric Tests 1970A general method for analysis of covariance structures 1967Industrial buying and creative marketing 1975Measuring Agreement between Two Judges on the Presence or Absence of a Trait 1979Ramifications of a Population Model for κ as a Coefficient of Reliability 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation

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