Experiments with family groups are rare, but since many decisions are taken at the
household level or occur within the household it is an important area to investigate. This …

The author investigates factors that affect an individual's influence in a buying center. A field
investigation of 251 organizational purchase decisions suggests that expert power is the …

The standard model for the diffusion of innovations in consumer behavior does not
adequately account for the incorporation of novel items of non-local origin into the material …

A host of experiments have examined theories of risky choice using individuals. However,
many important economic decisions are taken within multi‐adult households. This paper …

Group purchase decisions are affected by the preference structures of individual members
and the influence they have in the group. In this article, the authors develop a hierarchical …

The authors develop a contingency paradigm involving two situational factors (the nature of
the buying task and the degree of perceived risk) to explain the predictive abilities of seven …

New product development (NPD) in an alliance context crosses organizational boundaries
and therefore makes team and leader empowerment and communication an ever more …

Betrachten wir zunächst das folgende Beispiel eines industrielles Beschaffungsprozesses:
Beispiel: Die Werkzeug GmbH verzeichnet einen steigenden Absatz ihrer Produkte. Da die …

Integrative, multiple issue bargaining can be expected to characterize many decision
making situations in marketing. In this paper we present a mathematical model specifically …

The choice of automobile purchases in households often involves participation of more than
one household member, each of which exerts some degree of influence on the final choice …