We found a match
Your institution may have rights to this item. Sign in to continue.
- Title
A Reward/Measurement Model of Organizational Buying Behavior.
- Authors
Anderson, Paul F.; Chambers, Terry M.
- 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.
- Subjects
ORGANIZATIONAL behavior research; INDUSTRIAL procurement management; INDUSTRIAL management research; CORPORATE purchasing; INDUSTRIAL research; BUSINESS logistics management; EMPLOYEE motivation; LABOR incentives; PURCHASE options
- Publication
Journal of Marketing, 1985, Vol 49, Issue 2, p7
- ISSN
0022-2429
- Publication type
Article
- DOI
10.1177/002224298504900201