DETERMINANTS OF INFLUENCE IN ORGANIZATIONAL BUYING - A CONTINGENCY APPROACH

被引：174

作者：

KOHLI, A

机构：

来源：

关键词：

D O I：

10.2307/1251342

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：50 / 65

页数：16

共 91 条

PETER, JP ;

CHURCHILL, GA .

[62] INFORMATION CONTROL AS A POWER RESOURCE [J].

PETTIGREW, AM .

SOCIOLOGY-THE JOURNAL OF THE BRITISH SOCIOLOGICAL ASSOCIATION, 1972, 6 (02) :187-+

[63]

Pfeffer J., 1978, EXTERNAL CONTROL ORG

[64]

Phillips L.W., 1986, RES MARKETING, V8, P313

PHILLIPS, LW .

[66]

Raven BH., 1965, CURRENT STUDIES SOCI, P371

[67]

Robinson P.J., 1967, IND BUYING CREATIVE

[68]

SAKS MJ, 1977, JURY VERDICTS

[69] PERCEIVED RISK AND PERSONALITY [J].

SCHANINGER, CM .

SCHWENK, CR .