The study on the Internet and its effect on the distribution of influence in organisational buying centres.
Ling, Leonard Ping Chih.
Goh, Whee Cheng.
Peh, Yam Khim.
Date of Issue2001
College of Business (Nanyang Business School)
The primary objective of this study is to determine the effects of the Internet on the distribution of influence within buying centres. In particular, the study aims to identify the changes in levels of influence among key players at each stage of the organisational buying process due to the introduction of the Internet as a means of gathering information.
Nanyang Technological University