An Exploration of Stake in Organizational Purchasing Decisions

摘要

The concept of stake in an organizational purchase decision has been around for decades, yet the composition and structure of stake have not been investigated. The stake that an individual or department perceives in a purchase decision situation is thought to be an important antecedent condition in the determination of which individuals or departments will have influence in an organizational purchasing decision (e.g. Patchen, 1974; Ghingold and Wilson, 1985), yet little is understood about the concept of stake. This research addresses the stake that organizational departments may have in a particular organizational purchase situation. While some authors (e.g. Patchen, 1974) deal with stake as an either-or proposition, others (McQuiston, 1989; Bristor, 1993) treat it as a continuous variable and distinguish different levels of stake. This research tries to further our understanding of stake by examining different underlying types of stake. This research generates and measures a number of different dimensions of stake in order to determine the composition of stake and the relationship of these dimensions to an overall measure of stake.