The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels
Abstract
The authors seek to extend theory and empirical findings on interfirm influence strategies by examining their use in channel relationships between suppliers and distributors of industrial products. Research hypotheses are developed, centering on the reciprocal use of noncoercive and coercive influence strategies by the supplier and the distributor in the channel dyad and on the interrelationships of these strategies with the interfirm power, latent conflict, manifest conflict, and conflict resolution constructs. Data from a national survey of industrial distributors are used in testing the research hypotheses, which are generally supported by the empirical results.
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Citations
Cites
The norm of reciprocity: A preliminary statement
Gouldner, A. W. (1960) · American Sociological Review · doi:10.2307/2092623 · Cited by 12,001
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
The Dynamics of Interorganizational Coordination
de Ven, A. H. V., & Walker, G. (1984) · Administrative Science Quarterly · doi:10.2307/2392941 · Cited by 532
Styles of conflict resolution.
Sternberg, R. J., & Soriano, L. J. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.47.1.115 · Cited by 200
Cited by
Generalizations about trust in marketing channel relationships using meta-analysis
Geyskens, I., Steenkamp, J.-B. E. M., & Kumar, N. (1998) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(98)00002-0 · Cited by 890
Ping, R. A. (1993) · Journal of Retailing · doi:10.1016/0022-4359(93)90010-g · Cited by 727
Shiau, W.-L., & Luo, M. M. (2012) · Computers in Human Behavior · doi:10.1016/j.chb.2012.07.030 · Cited by 471
Nygaard, A. (2023) · Circular Economy and Sustainability · doi:10.1007/s43615-022-00181-x · Cited by 92
Magnani, G., Zucchella, A., & Strange, R. (2019) · Journal of Business Research · doi:10.1016/j.jbusres.2018.01.012 · Cited by 59
Metadata
- Authors
- Frazier, G. L., & Rody, R. C.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1991-01
- Volume
- 55
- Issue
- 1
- Pages
- 52-69
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2054914420
- Cited by
- 709
- References
- 4
- FWCI
- 23.13
- Type
- journal article
- Language
- en
- Open access
- closed
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- Frazier, G. L., & Rody, R. C. (1991). The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels. Journal of Marketing. https://doi.org/10.1177/002224299105500105
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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.
