search query: @author Hutton, J. / total: 3
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| Author: | Richardson, L. Swan, J. Hutton, J. |
| Title: | The effects of the presence and use of channel power sources on distributor satisfaction |
| Journal: | International Review of Retail, Distribution and Consumer Research
1995 : APR, VOL. 5:2, p. 185-201 |
| Index terms: | CONSUMER RESEARCH MANAGEMENT POWER |
| Language: | eng |
| Abstract: | This study tested a set of hypotheses concerning the use compared to the presence of coercive and non-coercive sources of channel captain power and channel member satisfaction in the brewing industry. Results revealed that distributors perceive brewers to have more power sources available to them than are used, and that marketing assistances are used more than punishments. Distributor satisfaction is positively related to the presence and use of reward power sources. |
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