Please use this identifier to cite or link to this item: http://scholarbank.nus.edu.sg/handle/10635/45116
Title: The efficacy of power and influence strategies in a conventional channel: A Singapore perspective
Authors: Shamdasani, P. 
Keh, H.T. 
Chan, K.T.-S.
Keywords: Distribution channel
Influence
Manufacturing strategy
Singapore
Supplier relations
Issue Date: 2001
Source: Shamdasani, P.,Keh, H.T.,Chan, K.T.-S. (2001). The efficacy of power and influence strategies in a conventional channel: A Singapore perspective. Journal of Business and Industrial Marketing 16 (1) : 21-36. ScholarBank@NUS Repository.
Abstract: In contrast to many studies that were conducted in a Western context, this study seeks to extend the understanding and empirical findings on power, dependence, and interfirm influence strategies by examining these issues within a channel of distribution in Singapore. Research hypotheses are developed, centering on the relationship between a manufacturer's power and its use of coercive and noncoercive influence strategies as well as the reciprocal use of coercive and noncoercive influence strategies in the channel dyad. Data from a field study of personal computer dealers are used in testing the research hypotheses. In contrast to most previous studies, a multiple-item measure of influence strategies is used. Among the findings is that a manufacturer in this channel setting tends to use both coercive and noncoercive influence strategies in influencing its dealers.
Source Title: Journal of Business and Industrial Marketing
URI: http://scholarbank.nus.edu.sg/handle/10635/45116
ISSN: 08858624
Appears in Collections:Staff Publications

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