haku: @indexterm Industrial marketing / yhteensä: 439
viite: 245 / 439
| Tekijä: | Kohli, A. K. Zaltman, G. |
| Otsikko: | Measuring multiple buying influences. |
| Lehti: | Industrial Marketing Management
1988 : VOL. 17:3, p. 197-204 |
| Asiasana: | BUYING CENTRES INDUSTRIAL MARKETING |
| Kieli: | eng |
| Tiivistelmä: | Purchase decisions in organizations are discussed. The buying centre concept is examined. Definitions are compared, literature is reviewed. The influence construct is analysed. Previous influence measurement approaches are described. The focus is both on the influence and on the process that lead to influence. Single-item and global measures are compared. The problem of multiple decisions is mentioned. Scoring schemes are analysed. A research program is described. Indicators of influence are introduced, measured and evaluated. Scale properties are examined from the point of view of reliability, dimensionality, face and content validity. Other validity problems are analysed, including convergent, discriminant, and nomological validity. |
SCIMA