Channel Domination and Countervailing Power in Distributive Channels
Abstract
Three hypotheses are discussed: that the power of a channel leader is a result of his control over some power sources, and of dependency of other channel members upon him, and that such power can be offset by the countervailing power available to the channel members. Results of an empirical study which tested and confirmed these hypotheses in a conventional channel framework are presented. Several implications are derived which pertain to channel management decisions and proper selection of channel control mix.
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The exercise of countervailing power in a dyadic relationship enables controlled channel members to lessen the power of controlling channel members.
“The exercise of countervailing power in a dyadic relationship enables the controlled channel member(s) (i.e., the franchisees) to lessen the power of the controlling channel member(s) (i.e., the franchisors) (Etgar 1976).”
From Control techniques and upward flow of information in franchising in distant markets: conceptualization and preliminary evidence (1998) · cites this paper as Etgar 1976
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Power and control in international retail franchising – Evidence from theory and practice
Quinn, B., & Doherty, A. M. (2000) · International Marketing Review · doi:10.1108/02651330010339897 · Cited by 169 · see citing works
Dant, R. P., & Nasr, N. I. (1998) · Journal of Business Venturing · doi:10.1016/s0883-9026(97)00040-2 · Cited by 168 · see citing works
Control and support in an international franchise network
Quinn, B. (1999) · International Marketing Review · doi:10.1108/02651339910281884 · Cited by 73 · see citing works
- Authors
- Etgar, M.
- Affiliations
- University at Buffalo, State University of New York (US)
- Corresponding author
- Etgar, Michael
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1976-08
- Volume
- 13
- Issue
- 3
- Pages
- 254-262
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2320741908
- Cited by
- 294
- References
- 0
- Citations by year
- 2026: 2 · 2025: 2 · 2024: 1 · 2022: 5 · 2021: 1 · 2020: 4 · 2019: 2 · 2018: 4 · 2017: 5 · 2016: 9 · 2015: 12 · 2014: 17 · 2013: 5 · 2012: 7
- FWCI
- 12.50
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Marketing Research (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Management Information Systems › Supply Chain and Inventory Management
- Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Keywords
- channel power, channel leadership, countervailing power, power sources, channel management, distribution channels
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