haku: @author Keith, J. E. / yhteensä: 4
viite: 3 / 4
| Tekijä: | Keith, J. E. Jackson, D. W. Crosby, L. A. |
| Otsikko: | Effects of alternative types of influence strategies under different channel dependence structures |
| Lehti: | Journal of Marketing
1990 : JUL, VOL. 54:3, p. 30-41 |
| Asiasana: | DISTRIBUTION CHANNELS FOOD INDUSTRY RETAILING MONEY BROKERS STRATEGY |
| Kieli: | eng |
| Tiivistelmä: | It is analyzed how a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behaviour. Three hypotheses were tested within the retail food channel of distribution. A factorial design with two grouping factors and multiple responses were used. Readiness to respond, perception of control and satisfaction are measured, results are presented. Results indicate that the broker's readiness to respond to the principal's request was determined primarily by the broker's dependence. Suggestions for future research are offered. |
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