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| Author: | Frazier, G. L. Rody, R. C. |
| Title: | The use of influence strategies in interfirm relationships in industrial product channels. |
| Journal: | Journal of Marketing
1991 : JAN, VOL. 55:1, p. 52-69 |
| Index terms: | DISTRIBUTION CHANNELS SUPPLY INTERORGANIZATIONAL RELATIONS |
| Language: | eng |
| Abstract: | The purpose of this article is to expand our understanding of interfirm influence strategies by focusing on their use in channel relationships between supplier and distributor. First research hypotheses are developed. Data from a national survey of industrial distributors are used in testing them. Coercive and noncoercive strategies are distinguished. Results indicate that dependence level of downstream channel members on upstream members and interfirm cooperation levels are moderate; suppliers' strategies are returned by the distributor and vice versa; the level of latent conflict in channel relationships is related inversely to the use of noncoercive strategies and positively to the use of coercive strategies, etc. |
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