Purpose – The purpose of this paper is to report the use of decision system analysis (DSA) mapping the streams of communications (i.e. interactions), thoughts, actions and decisions involved for advertising agencies as executives in these firms gain client approval, and design creative,...

Many consumer behaviour researchers have concluded that using self reports in the measurement of influence in family decision making may provide data which is not reflective of actual influence among family members. This suggests the need for different methods of obtaining influence data. This...

Purpose – The relationship between knowledge and power appears to be assumptive in marketing; the study reported here attempts to justify this assumption. Design/methodology/approach – The study is set in a family decision context. The research divides families according to the...

Purpose – Aims to map business‐to‐business strategic actions to illustrate how manufacturers and resellers of new fast moving consumer goods interact when responding to environmental feedback to their decisions and to assess the effectiveness of alternative implemented decisions in...

Purpose – The principal objective here is to describe conceptual and research tools for achieving deeper sense‐making of what happened and why it happened –including how participants interpret outcomes of what happened and the dynamics of emic (executive) and etic (researcher)...

A central finding in the relationship marketing/buying literature is that the thought and decision processes by both marketers and buyers include a series of branching, if‐then, questions and answers. For example, will customer X accept a 7 percent price increase? The correct answer:...

Both marketing executives and consumers engage in a combination of automatic and strategic (i.e. controlled) thinking and doing processes when they become aware of problems/opportunities. Similarities and departures in these processes among executives and consumers occur through all stages of...

Explores antecedents of individual influence in organizational purchasing decisions made by buying centres. Proposes a two‐step model whereby individual influence is a function of decision‐specific variables such as expertise, interest and personal stake in the decision. The...