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The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel
Abstract
Though considerable research has been reported on the effects of coercive and noncoercive power sources in marketing channels, the particular effects of power sources that have been exercised, as opposed to those that remain unexercised, have not been identified. The authors summarize the findings of a research project examining these differential effects on selected variables of interest to channel managers, including power, conflict, dealer satisfaction, and channel performance.
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Citations
Cited by
Ki, C. ‘., & Kim, Y. (2019) · Psychology & Marketing · doi:10.1002/mar.21244 · Cited by 749
Ping, R. A. (1993) · Journal of Retailing · doi:10.1016/0022-4359(93)90010-g · Cited by 727
A feedback model to understand information system usage
Bajaj, A., & Nidumolu, S. R. (1998) · Information & Management · doi:10.1016/s0378-7206(98)00026-3 · Cited by 266
Foltean, F. S., Trif, S. M., & Tuleu, D. L. (2019) · Journal of Business Research · doi:10.1016/j.jbusres.2018.10.047 · Cited by 228
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
Metadata
- Authors
- Gaski, J. F., & Nevin, J. R.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1985-05
- Volume
- 22
- Issue
- 2
- Pages
- 130-142
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2313577450
- Cited by
- 871
- References
- 0
- FWCI
- 16.27
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel. https://app.cochat.ai/papers/10.1177/002224378502200203
- The paper
- Gaski, J. F., & Nevin, J. R. (1985). The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel. Journal of Marketing Research. https://doi.org/10.1177/002224378502200203
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.
