Threat Strategy within Organizations : An Empirical Study on Purchasing DecisionMakingopen accessThreat Strategy within Organizations : An Empirical Study on Purchasing DecisionMaking
- Other Titles
- Threat Strategy within Organizations : An Empirical Study on Purchasing DecisionMaking
- Authors
- Su, CheJen; Cho, Nam Jae
- Issue Date
- Mar-2007
- Publisher
- 한국지식경영학회
- Keywords
- Manifest Influence; Purchasing Decision-Making; Threat Strategy
- Citation
- 지식경영연구, v.8, no.1, pp.29 - 47
- Indexed
- KCI
- Journal Title
- 지식경영연구
- Volume
- 8
- Number
- 1
- Start Page
- 29
- End Page
- 47
- URI
- https://scholarworks.bwise.kr/hanyang/handle/2021.sw.hanyang/180304
- DOI
- 10.15813/kmr.2007.8.1.003
- ISSN
- 1229-9553
- Abstract
- Threat is one special type of communication whereby one conveys opinion, knowledge, or attitude to another with an intention to influence and modify the latter’s opinion or behavior. This research aims at identifying the antecedents and the effectiveness of threats applied in the process of purchasing decision‐making. The research model integrates constructs derived from the literature of diverse discipline. The framework suggested explains the relative effects of threats, is tested empirically to verify the impacts on the influenced target’s opinions and behaviors in buying centers. Data are collected from CAPM’s members in Taiwan, and 208 respondents served as targets in the interpersonal relationships. LISREL findings indicate that threats are effective in winning a target’s compliance. Additionally, influencing source’s characteristics affect the choice of threats more strongly than target characteristics do. The relative ability of dependence on the source to cause manifest influence is even more significant than that of threats. Overall, the results of this study appear consistent with behavioral theories and research.
- Files in This Item
-
- Appears in
Collections - 서울 경영대학 > 서울 경영학부 > 1. Journal Articles
Items in ScholarWorks are protected by copyright, with all rights reserved, unless otherwise indicated.