Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach

<jats:p> Industrial purchasing decisions typically are influenced by several organizational members referred to as the buying center. Although there has been some research into the center's composition and its relative influence, little is known of how the relative influence of participants changes across purchases of different products, buy classes, and procurement decisions. Findings from this study indicate that the relative influence of buying center members is constant across different buy classes, but changes across product types and decision types. </jats:p>