Scenarios were used in a factorial design to analyze how a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behavior. Results indicate that the broker's readiness to respond to the principal's requests was determined primarily by the broker's dependence. The broker's attitudes were affected by dependence and the principal's influence strategies.
Get full access to this article
View all access options for this article.
References
1.
AndersonJames C., and NarusJames A. (1984), “A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships,”Journal of Marketing, 48(Fall), 62–74.
2.
BellDavid V. J. (1975), Power, Influence, and Authority: An Essay in Political Linguistics.New York: Oxford University Press.
3.
BernDaryl J. (1973), “Self-Perception Theory,” in Advances in Experimental Social Psychology, Vol. 6. New York: Academic Press, Inc., 1–62.
4.
BrownJames R., and FrazierGary L. (1978), “The Application of Channel Power: Its Effects and Connotations,” in Research Frontiers in Marketing: Dialogues and Directions, 1978 Educators’ Proceedings, JainSubhash C., ed. Chicago: American Marketing Association, 266–70.
5.
BrownJames R., LuschRobert F., and MuehlingDarrel D. (1983), “Conflict and Power-Dependence Relations in Retailer-Supplier Channels,”Journal of Retailing, 59(Winter) 53–80.
6.
BucklinLouis P. (1973), “The Theory of Channel Control,”Journal of Marketing, 37(January), 39–47.
7.
ButaneyGul, and WortzellLawrence H. (1988), “Distributor Power Versus Manufacturer Power: The Customer Role,”Journal of Marketing, 52(January), 52–63.
8.
CadotteErnest R., and SternLouis W. (1979), “A Process Model of Interorganizational Relations in Marketing Channels,” in Research in Marketing, Vol. 2, ShethJagdish N., ed. Greenwich, CT: JAI Press, Inc., 127–58.
9.
DahlRobert A. (1957), “The Concept of Power,”Behavioral Science, 2 (July), 201–15.
10.
DwyerF. Robert (1980), “Channel Member Satisfaction: Laboratory Insights,”Journal of Retailing, 56(Summer), 45–65.
11.
DwyerF. Robert, and OhSejo (1987), “Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels,”Journal of Marketing Research, 24(November), 347–58.
12.
DwyerF. Robert, SchurrPaul H., and OhSejo (1987), “Developing Buyer-Seller Relationships,”Journal of Marketing, 51(April), 11–27.
13.
DwyerF. Robert, and WalkerOrville C.Jr. (1981), “Bargaining in an Asymmetrical Power Structure,”Journal of Marketing, 45(Winter), 104–15.
14.
DwyerF. Robert, and Ann WelshM. (1985), “Environmental Relationships of the Internal Political Economy of Marketing Channels,”Journal of Marketing Research, 22(November), 397–414.
15.
El-AnsaryAdel I. (1975), “Determinants of Power-Dependence in the Distribution Channel,”Journal of Retailing, 51(Summer), 59–74.
16.
El-Ansary, and SternLouis W. (1972), “Power Measurement in the Distribution Channel,”Journal of Marketing Research, 9(February), 47–52.
17.
EmersonRichard M. (1962), “Power-Dependence Relations,”American Sociological Review, 27(February), 31–41.
18.
EtgarMichael (1976), “Channel Domination and Countervailing Power in Distribution Channels,”Journal of Marketing Research, 13(August), 254–62.
19.
EtgarMichael (1978), “Selection of an Effective Channel Control Mix,”Journal of Marketing, 42(July), 53–8.
20.
FrazierGary L. (1983a), “On the Measurement of Interfirm Power in Channels of Distribution,”Journal of Marketing Research, 20(May), 158–66.
21.
FrazierGary L. (1983b), “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,”Journal of Marketing, 47(Fall), 68–78.
22.
FrazierGary L., and ShethJagdish N. (1985), “An Attitude-Behavior Framework for Distribution Channel Management,”Journal of Marketing, 49(Summer), 38–48.
23.
FrazierGary L., and SummersJohn D. (1984), “Interfirm Influence Strategies and Their Application Within Distribution Channels,”Journal of Marketing, 48(Summer), 43–55.
24.
GaskiJohn F. (1984), “The Theory of Power and Conflict in Channels of Distribution,”Journal of Marketing, 48(Summer), 9–29.
25.
GaskiJohn F. (1986), “Interrelations Among a Channel Entity's Power Sources: Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legitimate Power Sources,”Journal of Marketing Research, 23(February), 62–77.
26.
GaskiJohn F., and NevinJohn R. (1985), “The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel,”Journal of Marketing Research, 22(May), 130–42.
27.
HeideJan B., and JohnGeorge (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,”Journal of Marketing, 52(January), 20–35.
28.
HowellRoy D. (1987), “Covariance Structure Modeling and Measurement Issues: A Note on ‘Interrelations Among a Channel Entity's Power Sources’,”Journal of Marketing Research, 24(February), 119–26.
29.
HuntShelby D., and NevinJohn R. (1974), “Power in a Channel of Distribution: Sources and Consequences,”Journal of Marketing Research, 11(May), 186–93.
30.
JohnsonJean L., KoenigHarold F., and BrownJames R. (1985), “The Bases of Marketing Channel Power: An Exploration and Confirmation of Their Underlying Dimensions,” in AMA Educators’ Proceedings, LuschRobert F., eds. Chicago: American Marketing Association, 160–5.
31.
LewinK. (1951), Field Theory in Social Science.New York: Harper.
32.
LuschRobert F., and BrownJames R. (1982), “A Modified Model of Power in the Marketing Channel,”Journal of Marketing Research, 19(August), 312–23.
33.
National Food Brokers Association (1983), 1983 Membership Census.Washington, DC: National Food Brokers Association.
34.
NevinJohn R., and ReukertRobert W. (1982), “The Influence of Exercising Power Sources in a Channel of Distribution,” in Marketing Channels: Domestic and International Perspectives, HarveyMichael G., and LuschRobert F., eds. Norman, OK: Center for Economic and Management Research, School of Business Administration, The University of Oklahoma, 75–80.
35.
PhillipsLynn W. (1981), “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing,”Journal of Marketing Research, 18(November), 395–415.
36.
SkinnerSteven J., and GuiltinanJoseph P. (1985), “Perceptions of Channel Control,”Journal of Retailing, 61(Winter), 65–88.
37.
SwasyJohn L. (1979), “Measuring the Bases of Social Power,” in Advances in Consumer Research, Vol. 6, WilkieWilliam L., ed. Ann Arbor, MI: Association for Consumer Research, 340–6.
