The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures
Abstract
The authors develop new measures of influence strategies in marketing channels (i.e., the means by which a firm's personnel communicate with its partners to affect their behavior) in order to examine associations with the strength of buyer-seller relationships (relationalism) and alternative governance structures (market, administered, franchise, and corporate). Study 1 was a field test of the new multi-item measure of influence strategies in a contractual channel system. The results confirm the predicted negative association between relationalism and the following influence strategies: threats, legalistic pleas, and requests. Study 2 replicated tests of the psychometric quality of the scales in all four forms of governance. The results show that (1) the frequency of recommendations, promises, and information exchange is associated positively with a global measure of relationalism and (2) the frequency of almost all supplier communications differs across the four governance structures.
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Cites
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Bentler, P. M., & Bonett, D. G. (1980) · Psychological Bulletin · doi:10.1037//0033-2909.88.3.588 · Cited by 19,023
A Paradigm for Developing Better Measures of Marketing Constructs
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Self-citationRegression Diagnostics: Identifying Influential Data and Sources of Collinearity
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Price, Authority, and Trust: From Ideal Types to Plural Forms
Bradach, J. L., & Eccles, R. G. (1989) · Annual Review of Sociology · doi:10.1146/annurev.so.15.080189.000525 · Cited by 1,990
Cited by
Cronin, J. J., Brady, M. K., & Hult, G. T. M. (2000) · Journal of Retailing · doi:10.1016/s0022-4359(00)00028-2 · Cited by 6,398
Siguaw, J. A., Simpson, P. M., & Baker, T. L. (1998) · Journal of Marketing · doi:10.2307/1251746 · Cited by 766
Zhou, K. Z., & Xu, D. (2012) · Journal of International Business Studies · doi:10.1057/jibs.2012.7 · Cited by 288
Dant, R. P., & Nasr, N. I. (1998) · Journal of Business Venturing · doi:10.1016/s0883-9026(97)00040-2 · Cited by 168
Striking the Right Balance: Designing Service to Enhance Business-to-Business Relationships
Bolton, R. N., Smith, A. K., & Wagner, J. (2003) · Journal of Service Research · doi:10.1177/1094670503005004001 · Cited by 135
Metadata
- Authors
- Boyle, B., Dwyer, F. R., Robicheaux, R. A., & Simpson, J. T.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1992-11
- Volume
- 29
- Issue
- 4
- Pages
- 462-473
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2329693473
- Cited by
- 439
- References
- 6
- FWCI
- 19.33
- Type
- journal article
- Language
- en
- Open access
- closed
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- Boyle, B., Dwyer, F. R., Robicheaux, R. A., & Simpson, J. T. (1992). Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures. Journal of Marketing Research. https://doi.org/10.1177/002224379202900407
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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