Determinants of Influence in Organizational Buying: A Contingency Approach
研究了251个组织购买决策，发现专家权力是最重要的影响力决定因素，且不同权力基础的有效性随购买中心规模、粘性、时间压力和伴随影响尝试的强度而变化。
The author investigates factors that affect an individual's influence in a buying center. A field investigation of 251 organizational purchase decisions suggests that expert power is the most important influence determinant, followed by reinforcement power. Interestingly, the effectiveness of individual power bases is found to vary with buying center size, viscidity, time pressure, and the strength of accompanying influence attempts. New measures of different types of power and influence in group settings are developed, validated, and offered for use in future research.