search query: @indexterm Marketing channels / total: 185
reference: 13 / 185
| Author: | Kim, S.K. Hsieh, P-H. |
| Title: | Connecting power with locus of control in marketing channel relationships: a response surface approach |
| Journal: | International Journal of Research in Marketing
2006 : MAR, VOL. 23:1, p. 13-29 |
| Index terms: | marketing channels power control models theories methodology |
| Freeterms: | asymmetric effects response surface |
| Language: | eng |
| Abstract: | In marketing channel management, power (here as: p.) and control (as: ctrl.) are core issues. This study identifies theoretical and methodological hurdles for explicating that link and develops a set of hypotheses about the asymmetric effect of p. on locus of control (here as: l-of-ctrl.) with new theoretical perspectives. Introduced is an analytical tool to capture both linear and non-linear effects of p. on l-of-ctrl. The results support the prediction that a distributor's own p. and supplier p. as perceived by the distributor have asymmetric effects on l-of-ctrl. providing more fine-grained accounts on the relationships among distributor p., supplier p., and l-of-ctrl. in an interfirm dyad. |
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