haku: @author White, L. / yhteensä: 18
viite: 9 / 18
| Tekijä: | White, L. Johnson, L.W. |
| Otsikko: | Consensus regarding purchase influence in a professional service context: A dyadic study |
| Lehti: | Journal of Business Research
2001 : DEC, VOL. 54:3, p. 199-207 |
| Asiasana: | Customers Decision making Planning Purchasing Statistical methods |
| Kieli: | eng |
| Tiivistelmä: | Previous research in the field of joint decision-making has focused on the areas of family or business to business marketing, with little attention given to the professional service context. This research aims to extend the body of knowledge by researching joint decision-making within professional service-provider / client relationship. This paper addresses the issue of consensus. The data were collected using a cross-sectional dyadic survey of architects and their clients regarding the purchase decision of either windows or bathroom fittings. Consensus was investigated at both aggregate and individual levels. In summary, these results have shown that at an aggregate level, the clients perceive that they have higher relative influence than the architects perceive that the clients have. |
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