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|Title:||The efficacy of power and influence strategies in a conventional channel: A Singapore perspective|
|Authors:||Shamdasani, P. |
|Citation:||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|
|Appears in Collections:||Staff Publications|
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