The locus and basis of influence on organizational decisions

Measuring Influence in Organizational Purchase Decisions

“…Neither Kelly nor Gronhaug reported any specific data bearing on consensus. A marked degree of aoreement about participation was also observed by Patchen (1974) who compared self and informant reports and found that of the average of 5.5 persons identified as decision participants and subsequently interviewed, 4.8 confirmed that "they had some responsibility for or were consulted about either the 'buy' decision or the decision about the specific product to buy" (p. 203).…”

“…The next three studies listed in Table 1 (Kelly 1974, Rronhaug 1977, and Patchen 1974 are similar in that they involved intensive investigations of past purchase decisions, employed unstructured measures of participation, and reported high within-buying group consensus for this construct. Both…”

“…The specific questions were usually phrased in terms of a set of decision process stages similar to the "buyphase" scheme proposed by Robinson, Paris, and Wind (1967). The importance of distinguishing between specific and global measures was suggested by the work of Patchen (1963) Kelly (1974), Gronhaug (1977), andPatchen (1974).…”

Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior

“…As the decision process unfolds, individuals communicate with each other and, on the basis of that communication, form perceptions of each other's expertise in coping with that particular situation. Influence then gravitates toward members who are perceived as having greater expertise (Patchen 1974;Thomas 1984). However, in all likelihood infiuence pattems do not become evident until the decision-making unit has had sufficient communication among its members to establish each individual's expertise.…”

Toward a Definition of Organizational Politics

“…Of thirteen tactics discovered, he classified three as personal-political. Purchasing decisions were also studied by Pettigrew (11) and Patchen (10). Both field studies focused on who was influential in making purchasing decisions, what bases of power were used, and what methods of conflict resolution were apparent.…”