search query: @author Kale, S. H. / total: 7
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| Author: | Kale, S. H. |
| Title: | Dealer dependence and influence strategies in a manufacturer-dealer dyad. |
| Journal: | Journal of Applied Psychology
1989 : JUN, VOL. 74:3, p. 379-384 |
| Index terms: | DISTRIBUTION CHANNELS POWER |
| Language: | eng |
| Abstract: | The author investigated the relationship between a dealer's dependence in a manufacturer-dealer dyad and its use of influence strategies with the help of structured interviews. They found that those dealers, who were highly dependent on their manufacturers for their goal attainment often used influence strategies based on information exchange. The less dependent were more inclined to use direct behavior modification strategies. |
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