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| Author: | Simpson, J. T. Mayo, D. T. |
| Title: | Relationship Management: A Call for Fewer Influence Attempts? |
| Journal: | Journal of Business Research
1997 : JUL, Vol. 39:3, p. 209-218 |
| Index terms: | MANAGEMENT EMPLOYEE COMMUNICATION BREWING INDUSTRY |
| Language: | eng |
| Abstract: | Using data from nationwide survey of 349 beer distributors we test two sets of hypotheses: (1) frequency of coercive and noncoercive influence strategy use impacts the level of commitment, trust and satisfaction in marketing distribution systems, and (2) influence strategy use interacts with relationship structure (relationalism) to determine channel commitment, trust, and satisfaction. The results of the first set of hypotheses suggest that, independent of relationship structure, a supplier's use of noncoercive strategies is associated with increased distributor commitment, trust, and satisfaction, while coercive strategies are associated with reduced levels of commitment and trust. |
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