Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions
a conceptual framework for group decision-making in conflict, tested with experimental data from couples making sequences of product choice decisions. Models tested power-related resources and power-use-related goals as determinants of relative influence. Result: relative preference intensity and the outcomes of preceding joint decisions consistently made the strongest contributions to relative influence. Stated scope: family purchase tasks. Author order confirmed at the Crossref item record: Corfman first, Lehmann second. The second half of that result is the most useful sentence in the consumer file: influence in a couple is partly a running tally of who won last time, which no single-deci
a conceptual framework for group decision-making in conflict, tested with experimental data from couples making sequences of product choice decisions. Models tested power-related resources and power-use-related goals as determinants of relative influence. Result: relative preference intensity and the outcomes of preceding joint decisions consistently made the strongest contributions to relative influence. Stated scope: family purchase tasks. Author order confirmed at the Crossref item record: Corfman first, Lehmann second. The second half of that result is the most useful sentence in the consumer file: influence in a couple is partly a running tally of who won last time, which no single-deci
Written from the full text read 2026-10-18.
What our sources record
Recorded when this source was checked, figures included, with page references and quotation marks removed.
Corfman, K. P., & Lehmann, D. R. (1987). Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase Decisions. Journal of Consumer Research, 14(1), 1-13. doi:10.1086/209088.