Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach
研究了工业采购中不同产品类型、购买类别和决策类型下，采购中心成员相对影响力的变化，发现影响力在产品类型和决策类型间变化，但在购买类别间不变。
Industrial purchasing decisions typically are influenced by several organizational members referred to as the buying center. Although there has been some research into the center's composition and its relative influence, little is known of how the relative influence of participants changes across purchases of different products, buy classes, and procurement decisions. Findings from this study indicate that the relative influence of buying center members is constant across different buy classes, but changes across product types and decision types.