Please use this identifier to cite or link to this item: https://scholarbank.nus.edu.sg/handle/10635/45116
DC FieldValue
dc.titleThe efficacy of power and influence strategies in a conventional channel: A Singapore perspective
dc.contributor.authorShamdasani, P.
dc.contributor.authorKeh, H.T.
dc.contributor.authorChan, K.T.-S.
dc.date.accessioned2013-10-10T05:29:27Z
dc.date.available2013-10-10T05:29:27Z
dc.date.issued2001
dc.identifier.citationShamdasani, 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.
dc.identifier.issn08858624
dc.identifier.urihttp://scholarbank.nus.edu.sg/handle/10635/45116
dc.description.abstractIn 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.
dc.sourceScopus
dc.subjectDistribution channel
dc.subjectInfluence
dc.subjectManufacturing strategy
dc.subjectSingapore
dc.subjectSupplier relations
dc.typeArticle
dc.contributor.departmentMARKETING
dc.description.sourcetitleJournal of Business and Industrial Marketing
dc.description.volume16
dc.description.issue1
dc.description.page21-36
dc.identifier.isiutNOT_IN_WOS
Appears in Collections:Staff Publications

Show simple item record
Files in This Item:
There are no files associated with this item.

Page view(s)

139
checked on Jan 20, 2022

Google ScholarTM

Check


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.