The locus and basis of influence on organizational decisions
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Abstract
A conceptual approach to studying interpersonal influence is outlined as a framework within which results of a study of purchase decisions in business firms are presented. Data concerning the bases of influence in these organizations—especially data showing the importance of a person's stake in the decision—do not fit neatly into the well-known influence categories proposed by French and Raven. Disagreements among informants about who had most influence on each decision also raises questions about the general applicability of certain often-used measures of influence in organizations.