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Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm

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  • Goebel, Daniel J.
  • Marshall, Greg W.
  • Locander, William B.

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  • Goebel, Daniel J. & Marshall, Greg W. & Locander, William B., 2006. "Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm," Journal of Business Research, Elsevier, vol. 59(7), pages 829-837, July.
    • Handle: RePEc:eee:jbrese:v:59:y:2006:i:7:p:829-837
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    References listed on IDEAS

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    1. Lichtenstein, Donald R & Bearden, William O, 1989. "Contextual Influences on Perceptions of Merchant-Supplied Reference Prices," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(1), pages 55-66, June.
    2. Maltz, Elliot & Souder, William E. & Kumar, Ajith, 2001. "Influencing R&D/marketing integration and the use of market information by R&D managers: intended and unintended effects of managerial actions," Journal of Business Research, Elsevier, vol. 52(1), pages 69-82, April.
    3. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer;The Psychometric Society, vol. 16(3), pages 297-334, September.
    4. Maute, Manfred F. & Locander, William B., 1994. "Innovation as a socio-political process: An empirical analysis of influence behavior among new product managers," Journal of Business Research, Elsevier, vol. 30(2), pages 161-174, June.
    5. Herbert C. Kelman, 1958. "Compliance, identification, and internalization three processes of attitude change," Journal of Conflict Resolution, Peace Science Society (International), vol. 2(1), pages 51-60, March.
    6. P. M. Bentler & Chih-Ping Chou, 1987. "Practical Issues in Structural Modeling," Sociological Methods & Research, , vol. 16(1), pages 78-117, August.
    7. Strutton, David & Pelton, Lou E., 1998. "Effects of Ingratiation on Lateral Relationship Quality within Sales Team Settings," Journal of Business Research, Elsevier, vol. 43(1), pages 1-12, September.
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    Cited by:

    1. Bryan Hochstein & Willy Bolander & Ronald Goldsmith & Christopher R. Plouffe, 2019. "Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 118-137, January.

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