Buying influence is an important issue in industrial buying behaviour. Although many studies have excellently explored this topic, the literature reveals that the concept of buying influence itself is yet unclarified. For this purpose this reviews seven empirical studies on industrial buying influence, covering one decade of research in this area (1981-1991). we found difference in either the operationalization of the concept as well as the tools use for the statistical analysis. These differences reflect the teoretical approach in investigating this issue.