Communication Intensity in Large-Scale Organizational High Technology Purchasing Decisions

Journal of Business-to-Business Marketing

Volumn 3, Issue 3, 1997, Pages 3-38

  Dawes, Philip L ^a   Lee, Don Y ^b,c  

^a UNIVERSITY OF ADELAIDE   (Australia)

^b UNIVERSITY OF PENNSYLVANIA   (United States)

^c NANYANG TECHNOLOGICAL UNIVERSITY   (Singapore)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33947287333     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v03n03_02     Document Type: Article

References (70)

1. Abratt, Russell (1986), “Industrial Buying in High-Tech Markets,” Industrial Marketing Management, 15, 293-98.
2. Achrol, Ravi (1991), “Evolution of the Marketing Organization: New Forms for Turbulent Environments,” Journal of Marketing, 55 (October), 77-93.
3. Anderson, James C. and David W. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (3), 411-23.
4. Bacharach, Samuel B. and Michael Aiken (1977), “Communication in Administrative Bureaucracies,” Academy of Management Journal, 20 (3), 365-77.
5. Baldridge, Victor J. and Robert A. Burnham (1975), “Organizational Innovation: Individual, Organizational, and Environmental Impacts,” Administrative Science Quarterly, 20 (June), 165-76.
6. Bentler, Peter M. (1992), EQS Structural Equation Program Manual. Los Angeles: BMDP Statistical Software.
7. Bonoma, Thomas V. (1982), “Major Sales: Who Really Does the Buying?” Harvard Business Review (May-June), 111-19.
8. Bristor, Julia M. (1993), “Influence Strategies in Organizational Buying: The Importance of Connections to the Right People in the Right Places,” Journal of Business-to-Business Marketing, 1(1), 63-98.
9. Conrad, Charles (1990), Strategic Organizational Communication: An Integrated Perspective. Fort Worth, TX: Holt, Rinehart and Winston, Inc.
10. Davenport, Thomas H., Robert G. Eccles, and Laurence Prusak (1992), “Information Politics,” Sloan Management Review, Fall, 53-65.
11. Fidler, L. A. and J. David Johnson (1984), “Communication and Innovation Implementation,” Academy of Management Review, 9, 704-11.
12. Fomell, Claes (1982), “A Second Generation of Multivariate Analysis: An Overview,” in A Second Generation of Multivariate Analysis, Vol. 2, Measurement and Evaluation, Claes Fomell, ed. CBS Educational and Professional Publishing: Praeger Publishers.
13. Fomell, Claes and Fred L. Bookstein (1982), “A Comparative Analysis of Two Structural Equation Models: LISREL and PLS Applied to Market Data,” in A Second Generation of Multivariate Analysis, Vol. I, Measurement and Evaluation, Claes Fomell, ed. CBS Educational and Professional Publishing: Praeger Publishers.
14. Fomell, Claes and David F. Larcker (1982), “Evaluation of Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics,” in A Second Generation of Multivariate Analysis, Vol. 2, Measurement and Evaluation, Claes Fomell, ed. CBS Educational and Professional Publishing: Praeger Publishers.
15. Fomell, Claes and William T. Robinson (1983), “Industrial Organization and Consumer Satisfactions/Dissatisfactions,” Journal of Consumer Research, 9 (March), 403-12.
16. Fomell, Claes, William T. Robinson, and Birger Wemerfelt (1985), “Consumption Experience and Sales Promotion Expenditure,” Management Science, 31 (September), 1084-1105.
17. Gatignon, Hubert and Thomas S. Robertson (1989), “Technology Diffusion: An Empirical Test of Competitive Effects,” Journal of Marketing, 53 (January), 35-49.
18. Gerbing, David W. and James C. Anderson (1988), “An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment,” Journal of Marketing Research, 25 (May), 186-92.
19. Ghoshal, Sumantra, Harry Korine, and Gabriel Szulanski (1994), “Interunit Communication in Multinational Corporations,” Management Science, 40 (1), 96-110.
20. Glazer, Rashi (1991), “Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset,” Journal of Marketing, 55 (October), 1-19.
21. Grashof, John F. (1979), “Sharing the Purchasing Decision,” Journal of Purchasing and Materials Management, 15, 26-32.
22. Guetzkow, Harold (1965), “Communications in Organizations,” in Handbook of Organizations, J. March, ed. Chicago: Rand McNally and Co., 534-73.
23. Hattie, John (1985), “Methodology Review: Assessing Unidimensionality of Tests and Items,” Applied Psychological Measurement, 9 (June), 139-64.
24. Hu, Li-tze and Peter M. Bentler (1995), “Evaluating Model Fit,” in Structural Equation Modeling-Concepts, Issues, and Applications, Rick H. Hoyle, ed. London: Sage Publications.
25. Huber, George and Richard Daft (1987), “The Information Environment of Organizations,” in Handbook of Organizational Communication: An Interdisciplinary Perspective, Fredric M. Jablin, Linda L. Putnam, Karlene Roberts, and Lyman W. Porter, eds. Newbury Park, CA: Sage Publications.
26. Ibarra, Herminia (1993), “Network Centrality, Power, and Innovation Involvement: Determinants of Technical and Administrative Roles,” Academy of Management Journal, 36 (3), 417-501.
27. Ingrasci, Hugh J. (1981), “How to Reach Buyers in Their Psychological Comfort Zones,” Industrial Marketing (July), 60-64.
28. Isenberg, Daniel J. (1981), “Some Effects of Time Pressure on Vertical Structure and Decision-Making Accuracy in Small Groups,” Organizational Behavior and Human Performance, 27 (February), 119-34.
29. Jablin, Fredric M. (1987), “Formal Organization Structure,” in Handbook of Organizational Communication: An Interdisciplinary Perspective, Fredric M. Jablin, Linda L. Putnam, Karlene Roberts, and Lyman W. Porter, eds. Newbury Park, CA: Sage Publications.
30. Jacobson, Eugene and Stanley E. Seashore (1951), “Communication Practices in Complex Organizations,” Journal of Social Issues, 7, 28-40.
31. Johnson, David J. (1990), “Effects of Communicative Factors on Participation in Innovations,” The Journal of Business Communication, 27 (1), 7-22.
32. Johnston, Wesley J. and Thomas V. Bonoma (1981), “The Buying Center: Structure and Interaction Patterns,” Journal of Marketing, 45 (Summer), 143-56.
33. Joreskog, Karl G. (1993), “Testing Structural Equation Models,” in Testing Structural Equation Models, Kenneth A. Bollen and J. Scott Long, eds. London: Sage Publications.
34. Joreskog, Karl G. and Dag Sorbom (1988), LISREL 7, Mooresville, IN: Scientific Software Inc.
35. Kanter, Rosabeth M. (1982), “The Middle Manager as Innovator,” Harvard Business Review, 60 (4), 95-105.
36. Kimberly, John R. (1981), “Managerial Innovation,” in Handbook of Organizational Design, P. Nystrom and W. Starbuck, eds. Oxford, UK: Oxford University Press, 307-29.
37. Kohli, Ajay (1989), “Determinants of Influence in Organizational Buying: A Contingency Approach,” Journal of Marketing, 53 (July), 50-65.
38. Lohmoeller, Jan-Bemd (1989), Latent Variable Path Modelling with Partial Least Squares. Heidelberg, Germany: Physica-Verlag.
39. Macdonald, Stuart and Christine Williams (1993), “Beyond the Boundary: An Information Perspective on the Role of the Gatekeeper in the Organization,” Journal of Product Innovation Management, 10, 417-27.
40. McCabe, Donald L. (1987), “Buying Group Structure: Constriction at the Top,” Journal of Marketing, 51 (October), 89-98.
41. McQuiston, Daniel H. (1989), “Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior,” Journal of Marketing, 53 (April), 66-79.
42. McQuiston, Daniel H. and Peter R. Dickson (1991), “The Effect of Perceived Personal Consequences on Participation in Organizational Buying,” Journal of Business Research, 23, 159-77.
43. Mohr, Jakki and John R. Nevin (1990), “Communication Strategies in Marketing Channels: A Theoretical Perspective,” Journal of Marketing, 54 (October), 36-51.
44. Moller, Kristian E. K. & Laaksonen, Martti (1986), “Situational Dimensions and Decision Criteria in Industrial Buying: Theoretical and Empirical Analysis,” in Advances in Business Marketing I, A. G. Woodside, ed. CT: JAI Press.
45. Monge, Peter R. and Eric M. Eisenberg (1987), “Emergent Communication Networks,” in Handbook of Organizational Communication: An Interdisciplinary Perspective, Fredric M. Jablin, Linda L. Putnam, Karlene Roberts, and Lyman W. Porter, eds. Newbury Park, CA: Sage Publications.
46. Moriarty, Rowland T. and John E. G. Bateson (1982), “Exploring Complex Decision-Making Units: A New Approach,” Journal of Marketing Research, 19 (May), 182-91.
47. Moriarty, Rowland T. and Thomas J. Kosnik (1989), “High-Tech Marketing: Concepts, Continuity, and Change,” Sloan Management Review, 30 (Summer), 7-17.
48. Norton, John A. and Frank M, Bass (1987), “Diffusion Theory Model of Adoption and Substitution for Successive Generations of High-Technology Products,” Management Science, 33 (September), 1069-86.
49. Nunnally, Jum C. (1978), Psychometric Theory, 2nd Edition, NY: McGraw Hill Book Company.
50. O’Reilly, Charles A. (1982), “Variations in Decision Makers’ Use of Information Sources: The Impact of Quality and Accessibility of Information,” Academy of Management Journal, 23, 684-96.
51. O’Reilly, Charles A., Jennifer A. Chatman, and John C. Anderson (1987), “Message Flow and Decision Making,” in Handbook of Organizational Communication: An Interdisciplinary Perspective, Fredric M. Jablin, Linda L. Putnam, Kartene Roberts, and Lyman W. Porter, eds. Newbury Park, CA: Sage Publications, 600-23.
52. O’Reilly, Charles A. and Karlene H. Roberts (1977), “Task Group Structure, Communication, and Effectiveness in Three Organizations,” Journal of Applied Psychology, 62 (6), 674-81.
53. Papa, Wendy H. and Michael J. Papa (1992), “Communication Network Patterns and the Re-invention of New Technology,” The Journal of Business Communication, 29 (1), 41-61.
54. Patchen, Martin (1974), “The Locus and Basis of Influence on Organizational Decisions,” Organizational Behavior and Human Performance, 11, 195-221.
55. Pfeffer, Jeffrey (1977), “Power and Resource Allocations in Organizations,” in, New Directions in Organizational Behavior, Barry M. Staw and Gerald R. Salancik, eds. Chicago: St Clair Press, 235-65.
56. Pfeffer, Jeffrey (1981), Power in Organizations. Marshfield, MA: Pitman.
57. Rao, V. Srinivasan and Sirkka L. Jarvenpaa (1991), “Computer Support of Groups: Theory-Based Models for GDSS Research,” Management Science, 37 (10), 1347-62.
58. Ronchetto, John R., Michael D. Hutt, and Peter H. Reingen (1989), “Embedded Influence Patterns in Organizational Buying Systems,” Journal of Marketing, 53 (October), 51-62.
59. Scott, John (1991), Social Network Analysis: A Handbook. Newbury Park, CA: Sage Publications.
60. Silk, Alvin J. and Manohar U. Kalwani (1982), “Measuring Influence in Organizational Purchase Decisions,” Journal of Marketing Research, 19 (May), 165-81.
61. Smith, Ken G., Ken A. Smith, Judy D. Olian, Henry P. Sims, Jr, Douglas P. O’Bannon, and Judith A. Scully (1994), “Top Management Team Demography and Process: The Role of Social Integration and Communication,” Administrative Science Quarterly, 39, 412-38.
62. Snyder, R. A. and J. H. Morris (1984), “Organizational Communication and Performance,” Journal of Applied Psychology, 69 (3), 461-65.
63. Spekman, Robert E. and Rowland T. Moriarty, Jr. (1986), “An Exploratory Investigation of Perceived Time Pressure and Its Effect on Industrial Buying Behavior,” paper presented at the 15th Annual Conference of European Marketing Academy (June), Helsinki.
64. Spekman, Robert E. and Louis W. Stem (1979), “Environmental Uncertainty and Buying Group Structure: An Empirical Investigation,” Journal of Marketing, 43 (Spring), 54-64.
65. Tushman, Michael L. (1978), “Technical Communication in R&D Laboratories: The Impact of Project Work Characteristics,” Academy of Management Journal, 21, 624-45.
66. Weiss, Allen M. and Jan B. Heide (1993), “The Nature of Organizational Search in High Technology Markets,” Journal of Marketing Research, 30 (May), 220-33.
67. Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), “Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness,” Journal of Marketing, 50 (October), 174-91.
68. Wilson, Elizabeth J. and Arch G. Woodside (1995), “The Relative Importance of Choice Criteria in Organizational Buying: Implications for Adaptive Selling,” Journal of Business-to-Business Marketing, 2 (1), 33-57.
69. Wind, Yoram J. (1978), “Organizational Buying Center: A Research Agenda,” in Organizational Buyer Behavior, G. Zaltman and T. V. Bonoma, eds. Chicago, IL.: American Marketing Association.
70. Wold, Herman (1982), “Soft Modeling: The Basic Design and Some Extensions,” in System Under Indirect Observation, Part II, K, G. Joreskog and H. Wold, eds. New York: North-Holland Publishing Co.