Measuring Influence in Organizational Purchase Decisions
研究检验了工业营销调查中衡量购买群体结构的可靠性，发现同一组织内不同受访者对采购影响力的评价不一致，且评分能区分角色但无法区分决策阶段。
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.