The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Interfirm Influence Strategies and Their Application within Distribution Channels
Abstract
This article focuses on the use of influence strategies by boundary personnel within distribution channel relationships. Alternative strategies are discussed in terms of their operational characteristics and apparent benefits and costs. Results from a field study are used in assessing: (1) the relative and absolute frequencies of employment of these influence strategies by boundary personnel; (2) how these strategies are interrelated with respect to their frequency of use; and (3) the relationship between the boundary person's reliance on each strategy and interfirm agreement.
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Cites
Estimating Nonresponse Bias in Mail Surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.2307/3150783 · Cited by 12,222
Estimating nonresponse bias in mail surveys
Armstrong, J. S., & Overton, T. S. (1977) · Journal of Marketing Research · doi:10.1177/002224377701400320 · Cited by 10,390
Cited by
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
Anderson, J. C., & Narus, J. A. (1990) · Journal of Marketing · doi:10.1177/002224299005400103 · Cited by 5,826
Understanding the influence of national culture on the development of trust
Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998) · The Academy of Management Review · doi:10.2307/259297 · Cited by 1,844
Buyer–Seller Relationships in Business Markets
Cannon, J. P., & Perreault, W. D. (1999) · Journal of Marketing Research · doi:10.1177/002224379903600404 · Cited by 1,755
Wilhelm, M. M., Blome, C., Bhakoo, V., & Paulraj, A. (2016) · Journal of Operations Management · doi:10.1016/j.jom.2015.11.001 · Cited by 539
Mechanisms to control the marketing activities of foreign distributors
Pahud de Mortanges, C., & Vossen, J. (1999) · International Business Review · doi:10.1016/s0969-5931(98)00039-0 · Cited by 32
Metadata
- Authors
- Frazier, G. L., & Summers, J. O.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1984-06
- Volume
- 48
- Issue
- 3
- Pages
- 43-55
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2335632948
- Cited by
- 601
- References
- 2
- FWCI
- 8.75
- Type
- journal article
- Language
- en
- Open access
- closed
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- Frazier, G. L., & Summers, J. O. (1984). Interfirm Influence Strategies and Their Application within Distribution Channels. Journal of Marketing. https://doi.org/10.1177/002224298404800305
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
