To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing...

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing...

proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision‐making unit, how those criteria differ across the various roles, and howknowledge...