This paper focuses on power in the context of organizational buying. After a brief discussion of the two concepts "organizational buying" and "power" along with characterizing previous studies related to this theme, a conceptual model related to the seller-buyer dyad is developed. The impact of major dimensions such as organizational input/output and individual and organizational characteristics on organizational buying behavior is discussed in an intraand interorganizational context.
Get full access to this article
View all access options for this article.
References
1.
ACKOFF, R. L.Redesigning the future. New York: Wiley , 1974.
2.
ALDERSON, W.Dynamic marketing behavior. Homewood, Ill.: Richard Irwin , 1965.
3.
ALDRICH, H.Organizational boundaries and interorganizational conflict . Human Relations, 1971, 4, 279-293 .
4.
ALDRICH, H.Organization sets, action sets, and network: Making the most of simplicity. In P. C. Nystrom & W. H. Starbuck (Eds.), Handbook of organizational design. Amsterdam: Elsevier , 1978.
5.
ALDRICH, H. E. , & PFEFFER, J.Environments of organizations . Annual Review of Sociology, 1976, 2, 79-105 .
6.
ALLISON, G. T.Essence of decision. Boston: Little Brown , 1971.
7.
ANSOFF, H. I.Corporate strategy. Harmondsworth: Penguin , 1968.
8.
ANSOFF, H. I.Corporate structure present and future. European Institute for Advanced Studies in Management, Working paper No. 14-4, Brussels , 1974.
9.
ANSOFF, H. I.The knowledge professional in the postindustrial era. European Institute for Advanced Studies in Management, Working paper No. 75-9, Brussels , 1975.
10.
ARNDT, J.The market is dying: Long live marketing. Working paper, University of Missouri-St. Louis , 1978.
11.
BAGOZZI, P. P.Marketing as exchange: Theory of transactions in the marketplace . American Behavioral Scientist, 1978, 21 (4), 535-556 .
12.
BARAN, P. A. , & SWEEZY, P. M.Monopoly capital. Harmondsworth: Penguin , 1968.
13.
BARTELS, R.Marketing theory and metatheory. Homewood, Ill.: Richard Irwin , 1970.
14.
BEIER, F. J. , & STERN, L. W.Power in the channel of distribution. In L. W. Stern (Ed.), Distribution channels: Behavioral dimensions. Boston: Houghton Mifflin , 1969.
15.
BENSON, J. K.Organizations: A dialectic view . Administrative Science Quarterly, March 1977, 22, 1-21 .
16.
BERELSON, B. , & STEINER, G. A.Human behavior: An inventory of scientific findings. New York: Harcourt, Brace & World , 1964.
17.
BERREFJORD, O. , & HERNES, G.Markedsforvitring og statsbygging. Synspunkter p5 storforetaksunders0kelsen . Sosialvkonomen, September 1975, No. 7, 3-16 .
18.
BLAU, P. M.Exchange and power in social life. London: Wiley , 1964.
19.
BLAU, P. M. , & SCHOENHERR, R.The structure of organizations. New York: Basic Books , 1971.
20.
BONOMA, T. V.Toward a social analysis of consumption: Buyer-seller negotiations in con-text. In A. Woodside et al. (Eds.), Consumer and industrial behavior. New York: Elsevier , 1977.
21.
BONOMA, T. V. , ZALTMAN, G. , & JOHNSTON, W. J.Industrial buying behavior. Cam-bridge, Mass.: Marketing Science Institute , 1977.
22.
BOULDING, K. E.The economics of knowledge and the knowledge of economics . American Economic Review, 1966, 56 (2), 1-13 .
23.
BUCKLIN, L. P. (Ed.). Vertical marketing system. Glenview, Ill.: Scott Foresman , 1970.
24.
BUSCH, P. , & WILSON, D. T.An experimental analysis of a salesman's expert and referent bases of social power in the buyer-seller dyad . Journal of Marketing Research, February 1976, Xiii, 3-11 .
25.
BUSCH, P. , BUSH, R. F. , & HAIR, J. F., Jr.Social power in buyer behavior. In A. Woodside et al. (Eds.), Consumer and industrial buying behavior. New York: Elsevier , 1977.
26.
CARTWRIGHT, D. (Ed.). Studies in socialpower. Ann Arbor: University of Michigan , 1959.
27.
CHANDLER, A.Strategy and structure. Boston: MIT Press , 1962.
28.
COBB, R. , & ROSS, M. H.Agenda building as a comparative political process . American Political Science Review, 1976, LXX (1), 126-138 .
29.
CODERE, H.Exchange and display. In D. L. Sills (Ed.), International encyclopedia of the social sciences. New York: Macmillan & Free Press , 1968.
30.
COHEN, M. D. , MARCH, J. G. , & OLSEN, J. P.A garbage can model of organizational choice . Administrative Science Quarterly, 1972, 17(1), 1-25 .
31.
COLEMAN, J.Power and structure of society. New York: Norton , 1974.
32.
COOLEY, J. R. , JACKSON, D. W., Jr. , & OSTRUM, L. L.Analyzing the relative power of participants in industrial buying decisions. In B. A. Greenberg & D. N.Ballinger (Eds.), 1977Educators'proceedings. Chicago: AMA , 1977.
33.
COPELAND, M. T.Principle of marketing. Chicago: Shaw , 1924.
CROZIER, M.The bureaucratic phenomenon. Chicago: University of Chicago Press , 1964.
36.
CROZIER, M.The stalled society. New York: Viking , 1973.
37.
DAHL, R. A.The Concept of Power . Behavioral Science, 1957, 2, 201-215 .
38.
DAHRENDORF, R.Class and conflict in industrial society. Stanford: Stanford University Press , 1959.
39.
DAVIS, H. L. , & SILK, A. J.Interaction and influence processes in personal selling . Sloan Management Review, Winter 1972, 13 (2), 59-76 .
40.
DILL, W. R.Environment as an influence on managerial autonomy . Administrative Science Quarterly, 1958, 2, 409-443 .
41.
EL-ANSARY, A. I. Power measurement in the distribution channel: An empirical investigation. Unpublished doctoral dissertation, Ohio State University, 1970.
42.
EL-ANSARY, A. I. , & STERN, L. W.Power measurement in the distribution channel . Journal of Marketing Research, February 1972, IX, 47-52 .
43.
EMERSON, R. M.Power-dependence relations . American Sociological Review, February 1962, 27(1), 31-41 .
44.
ENGEL, J. F. , KOLLAT, D. T. , & BLACKWELL, R. D.Consumer behavior. New York: Holt , 1973.
45.
EPSTEIN, E. M.Dimensions of corporate power . California Management Review, 1973, Vol. XVI, No. 2, pp. 9-23 ; 1974, Vol. XVI, No. 4, pp. 32-45 .
46.
ETGAR, M.Channel domination and countervailing power in distributive channels . Journal of Marketing Research, August 1976, XXX, 254-262 .
HESKETT, J. L. , STERN, L. W. , & BEIER, F. J.Bases and uses of power in interorganizational relations. In L. W. Bucklin (Ed.), Vertical marketing systems. Glenview, Ill.: Scott Foresman , 1970.
73.
HICKSON, D. J. , HINNINGS, C. R. , LEE, C. A. , SCHNECK, R. E. , & PENNINGS, J. M.A strategic contingency theory of intraorganizational power . Administrative Science Quarterly, 1974, 19, 22-44 .
74.
HILL, R. M. , ALEXANDER, R. S. , & CROSS, J. S.Industrial marketing (4th ed.). Homewood, Ill.: Richard Irwin , 1975.
75.
HIRSCHMAN, A. O.Exit, voice, and loyality. Cambridge: Harvard University Press , 1970.
76.
HOLBAEK-HANSSEN, L.Metoder og modeller i markedsforingen. System, oppgave, beslutning og uvisshet (Vol. 1). Oslo: Johan Grundt Tanum Forlag , 1974.
77.
HOMANS, G. C.Human behavior as exchange . American Journal of Sociology, 1958, 63 (6), 597-606 .
78.
HUNT, S. D. , & NEVIN, J. R.Power in a channel of distribution: Sources and consequences . Journal of Marketing Research, May 1974, XI, 186-193 .
79.
HAKANSSON, H. , & WOOTZ, B.Supplier selection in an international environment-An experimental study . Journal of Marketing Research, February 1975,12, 10-16 .
80.
JACOBS, D.Dependency and vulnerability: An exchange approach to the control of organizations . Administrative Science Quarterly, 1974, 19, 45-59 .
81.
JANTSCH, E.Technologicalforecasting in perspective. Paris: OEEC , 1967.
82.
KATZ, E. , & KAHN, R. L.The social psychology of organizations. New York: Holt , 1966.
83.
KEFAUVER, E.In a few hands. Harmondsworth: Penguin , 1965.
84.
KOCHAN, T. A.Determinants of the power of boundary units in an inter-organizational bargaining relation . Administrative Science Quarterly, September 1975,20, 434-452 .
85.
KOTLER, P. , & LEVY, S. J.Buying is marketing too!Journal of Marketing, January 1973, 37, 54-59 .
LEAVITT, H. J. , DILL, W. R. , & EYRING, H. B.The organizational world. New York: Harcourt , 1973.
88.
LEVY, S. J. , & ZALTMAN, G.Marketing, society and conflict. Englewood Cliffs, N.J.: Prentice-Hall , 1975.
89.
LOURENCO, S. V. , & GLIDEWELL, J. C.A dialectic analysis of organizational conflict . Administrative Science Quarterly, 1975, 20, 489-508 .
90.
LUSCH, R.Sources of power: Their impact on interchannel conflict . Journal of Marketing Research, November 1976, XIII, 382-390 .
91.
MARCH, J. G.An introduction to the theory and measurement of influence , American Political Science, 1955, 49, 431-451 .
92.
MARCH, J. G.The power of power. In D. Easton (Ed.), Varieties of political theory. Englewood Cliffs, N.J.: Prentice-Hall , 1966.
93.
MARCH, J. G. , & OLSEN, J. P.Ambiguity and choice in organizations. Oslo: Universitets-forlaget , 1976.
94.
MARCH, J. G. , & SIMON, H. A.Organizations. New York: Wiley , 1958.
95.
MARX, K. , & ENGELS, F.The manifesto of the communist party. In L. Feuer (Ed.), Basic writings on politics and philosophy. New York: Doubleday , 1959.
96.
MATHEWS, H. L. , et al., Selling to the computer assisted buyer . Industrial Marketing Management, 1977, 6, 307-315 .
97.
MATTSSON, L. G.System interdependencies-A key concept in industrial marketing analysis . Paper presented at the Marketing Research Seminar in Senangue Abbey, 1975.
98.
MATTSSON, L. G.Systems selling as a strategy on industrial markets . Industrial Marketing Management, 1973, 3, 107-120 .
99.
MCNEIL, K.Understanding organizational power: Building on the Weberian legacy . Administrative Science Quarterly, March 1978, 23, 65-90 .
100.
MINDLIN, S. E. , & ALDRICH, H.Interorganizational dependence: A review of the concept and a reexamination of the findings of the Aston group . Administrative Science Quarterly, September 1975, 20, 382-392 .
101.
MOYER, R.Reciprocity: Retrospect and prospect . Journal of Marketing, October 1970, 34, 47-54 .
102.
PALAMOUNTAIN, J. G.The politics of distribution. Cambridge: Harvard University Press , 1955.
103.
PETERS, M. P. , & VENKATESAN, M.Exploration of variables inherent in adopting an industrial product . Journal of Marketing Research, August 1973, X, 312-315 .
104.
PETTIGREW, A. M.Information control as a power resource . Sociology, 1972, 6, 187-203 .
105.
PETTIGREW, A. M.The politics of organizational decision making. London: Tavistock , 1973.
106.
PONDY, L. R.Varieties of organizational conflict . Administrative Science Quarterly, 1969, 14, 499-505 .
107.
PRESSMAN, J. L. , & WILDAVSKY, A. B.Implementation. Los Angeles: University of California Press , 1973.
108.
REVE, T. , & STERN, L.Interorganizational relations in marketing channels . Working paper No. 78-45, Northwestern University, Evanston, Ill.1978.
109.
RIKER, W. H.Some ambiguities in the notion of power . American Political Science Review, 1964, 58, 341-349 .
110.
ROBERTSON, T. S.Innovative behavior and communication. New York: Holt, Rinehart & Winston , 1971.
111.
ROBINSON, P. J. , FARIS, C. W. , & WIND, Y.Industrial buying and creative marketing. Boston: Allyn & Bacon , 1967.
112.
ROGERS, E. M. , & SHOEMAKER, F. F.Communication of innovations. New York: Free Press , 1971.
113.
ROSNER, M. M.Economic determinants of organizational innovation . Administrative Science Quarterly, March 1968, 13, 614-625 .
114.
ROTHENBERG, J.Consumer sovereignty. In D. L. Sills (Ed.), International encyclopedia of the social sciences. New York: Macmillan & Free Press , 1968.
115.
ROTHSCHILD, K. W. (Ed.). Power in economics. Middlesex: Penguin , 1971.
116.
RUSSEL, B.Power. London: Unwin , 1938.
117.
SCHERER, F. M.Industrial market structure and economic performance. Chicago: Rand McNally , 1971.
118.
SCHMIDT, S. M. , & KOCHAN, T. A.Conflict: Toward conceptual clarity . Administrative Science Quarterly, September 1972, 17(3), 359-370 .
119.
SHAPLEY, L. S. , & SHUBIK, M.A method of evaluating the distribution of power in committee systems . American Political Science Review, 1958, 48, 787-792 .
120.
SHETH, J. N.A model of industrial buyer behavior . Journal of Marketing, October 1973, 37, 50-56 .
121.
SHETH, J. N.Buyer-seller interaction: A conceptual framework. In B. B. Anderson (Ed.), Advances in consumer research (Vol. III). Chicago: ACR , 1976.
122.
SIMON, H. A.Notes on the observation and measurement of power . Journal of Politics, November 1953, 15, 500-516 .
123.
SIMON, H. A.Administrative behavior. New York: Macmillan , 1957.
124.
SIMON, H. A.On the concept of organizational goal . Administrative Science Quarterly, June 1964, 9(1), 1-22 .
125.
SIMON, H. A.The new science of management decision. In H. A. Simon (Ed.), The shape of automation for man and management. New York: Harper , 1965.
126.
SOLO, R. A.The political authority and the market system. Cincinnati: South Western , 1974.
127.
STARBUCK, W. H.Variprods and niche adaption . Paper, International Institute of Management, Berlin, 1972.
128.
STARBUCK, W. H.Organizations and their environments. In M. D. Dunnette (Ed.), Handbook of industrial and organizational psychology. Chicago: Rand McNally , 1976.
129.
STERN, L. W. (Ed.). Distribution channels: Behavioral dimensions. Boston: Houghton Mifflin , 1969.
130.
STIEGLER, G. J.The economics of information . Journal of Political Economy, 1961, 69, 213-225 .
131.
STINCHCOMBE, A. L.Constricting social theories. New York: Harcourt, Brace & World , 1968.
132.
STRAUSS, G.Tactics of lateral relationship: The purchasing agent . Administrative Science Quarterly, 1962, 7, 161-186 .
133.
SWINGLE, P. (Ed.). The structure of conflict. New York: Academic , 1970.
134.
TANNENBAUM, A. S.Control in organizations. New York: McGraw-Hill , 1968.
135.
THIBAUT, J. W. , & KELLEY, H. H.The social psychology of groups. New York: Wiley , 1959.
136.
THOMPSON, J. D.Organizations in action. New York: McGraw-Hill , 1967.
137.
TOFFLER, A.Future shock. New York: Bantam , 1970.
138.
VAN METER, D. S. , & VAN HORN, C. E.The policy implementation process . Administration and Society, February 1975, 6(4), 445-488 .
139.
WEBER, M.The theory of social and economic organization. New York: Free Press , 1947.
140.
WEBSTER, F. E. , & WIND, Y.Organizational buying behavior. Englewood Cliffs, N.J.: Prentice-Hall , 1972.
141.
WEIGAND, R. E.Why studying the purchasing agent is not enough . Journal of Marketing, January 1968, 32, 41-45 .
142.
WILKINSON, I. F.Power and influence structures in distribution channels . European Journal of Marketing, 1973, 7(2), 119-129 .
143.
WILSON, D. F.Organizational buying: A man machine information processing approach . Communication Research, July 1975, 2 (3), 279-288 .
144.
YUCHTMAN, E. , & SEASHORE, S. E.A system approach-to organizational effectiveness . American Sociological Review, December1967,32 (6), 891-903 .
145.
ZALD, M. N. (Ed.). Power in organizations. Nashville: Vanderbilt University Press , 1970.
