|
| << vorige | volgende >> |
Tijdschrift beschrijving
Alle jaargangen van het bijbehorende tijdschrift
Alle afleveringen van het bijbehorende jaargang
Alle artikelen van de bijbehorende aflevering
Details van artikel 49 van 56 gevonden artikelen
| Titel: |
The Participation Model: |
| Auteur: |
Tanner, John F. Castleberry, Stephen B. |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 1 (1993) nr. 3 pagina's 35-61 |
| Jaar: |
1993-10-14 |
| Inhoud: |
The study of buying centers has often focused on the functional areas that participate. One question raised by such an approach is how individuals choose to participate. The paper explores individual perceptual factors that may affect participation choice, and reports the results of a study of potential purchase participants. Finding indicates that perceptions of self-efficacy and extrinsic reward expectancy discriminated between participant and non-participants. The relationship of the factor and relative influence within the buying centered was also explored, with risk of the decision process. Self-efficacy perceptions and product involvement were also significant predictors of the amount of influence wielded in the buying centered in various decision stages. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 49 van 56 gevonden artikelen
| << vorige | volgende >> |