The efficacy of power and influence strategies in a conventional channel: A Singapore perspective

Prem Shamdasani, Hean Tat Keh, Kenny Ter Sin Chan

Research output: Contribution to journalArticleResearchpeer-review

17 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)21-36
Number of pages16
JournalJournal of Business & Industrial Marketing
Volume16
Issue number1
Publication statusPublished - 1 Dec 2001

Keywords

  • Distribution channel
  • Influence
  • Manufacturing strategy
  • Singapore
  • Supplier relations

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