Buying Group Structure: Constriction at the Top

Donald L. McCabe

129 citations0/0 files storedJournal of Marketing

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Abstract

The author evaluates opposing views of the relation between environmental uncertainty and buying group structure. In an empirical study of buying group structures among airlines and producers of corrugated shipping containers, support is found for the hypothesis that high levels of uncertainty lead to a constriction of decision-making authority.

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References

1969The social psychology of organizing 1994The Management of Innovation 1973Designing Complex Organizations 1967Organization and environment 1972Characteristics of Organizational Environments and Perceived Environmental Uncertainty 1981Threat Rigidity Effects in Organizational Behavior: A Multilevel Analysis 1971A Strategic Contingencies' Theory of Intraorganizational Power 1983The origin of predictable behavior

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1995Influence Strategies in Buying Centers 1989Embedded Influence Patterns in Organizational Buying Systems 2020Extrinsic Rewards, Intrinsic Motivation, and New Product Development Performance 2006Environmental management 2004The influence of purchase situation on buying center structure and involvement: a select meta-analysis of organizational buying behavior research 2017Environmental Management

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