search query: @author Rawwas, M. Y. A. / total: 4
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| Author: | Rawwas, M. Y. A. Vitell, S. J. Barnes, J. H. |
| Title: | Management of Conflict Using Individual Power Sources: A Retailers' Perspective |
| Journal: | Journal of Business Research
1997 : SEP, Vol. 40:1, p. 49-64 |
| Index terms: | CONFLICT MANAGEMENT RETAILING |
| Language: | eng |
| Abstract: | The study examines the processes of managing conflict in channels of distribution by utilizing opportunistic, reward, coercive, referent, expert, and legitimate individual power sources. By judiciously utilizing these individual power sources to manage conflict, channel members can produce high quality solutions to their problems. for example , the use of opportunistic and coercive power sources will increase conflict and decrease satisfaction. The use of reward , referent, legitime, and expert power sources, however, will decrease conflict and increase satisfaction. |
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