A Reward/Measurement Model of Organizational Buying Behavior-Reference-Cited by-同舟云学术

A Reward/Measurement Model of Organizational Buying Behavior

Published:1985-03 Issue:2 Volume:49 Page:7-23
ISSN:0022-2429
Container-title:Journal of Marketing
language:en
Short-container-title:Journal of Marketing

Author:

Anderson Paul F.¹,Chambers Terry M.²

Affiliation:

1. Adjunct Professor and Research Associate in the Center for the Study of Science in Society, Virginia Polytechnic Institute and State University.

2. John A. Walker College of Business, Appalachian State University.

Abstract

A new model of the organizational buying process is presented. The ontological framework of the model is based on the assumption that organizational buying behavior is essentially a form of work behavior. The model is informed by expectancy theory and emphasizes the role of reward and measurement systems in motivating purchasing process participants. It is suggested that this approach can serve as the foundation of a research program that may eventually lead to a unified theory of the organizational dyad.

Publisher

SAGE Publications

Subject

Marketing,Business and International Management

Link

http://journals.sagepub.com/doi/pdf/10.1177/002224298504900201

Reference99 articles.

1. Inequity In Social Exchange

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