The sources of power that auto manufacturers use to obtain control over their dealer network are shown to have a significant impact on the level of conflict that dealers have with their manufacturers. Coercive sources tend to increase the level of intrachannel conflict whereas noncoercive sources tend to decrease it. Auto manufacturers need to be cognizant of this fact in order to use intelligently their available sources of power.
Get full access to this article
View all access options for this article.
References
1.
AssaelHenry. “The Political Role of Trade Associations in Distributive Conflict Resolution,” Journal of Marketing, 32 (April1968), 21–8.
2.
AssaelHenry. “Constructive Role in Interorganization Conflict,” Administrative Science Quarterly, 14 (December1969), 573–82.
3.
BaldwinDavid A. “The Power of Positive Sanctions,” World Politics., 24 (October1971), 19–38.
4.
BeierFrederick J. and SternLouis W.. “Power in the Channel of Distribution,” in SternLouis W., ed., Distribution Channels: Behavioral Dimensions.Boston: Houghton Mifflin Company, 1969.
5.
BucklinLouis P. “The Locus of Channel Control,” in KingRobert L., ed., Marketing and the New Science of Planning.Chicago: American Marketing Association, 1968.
6.
BucklinLouis P. “A Theory of Channel Control,” Journal of Marketing, 37 (January1973), 39–47.
7.
CohenJerry S. “Conflict and Its Resolution in a Franchise System,” in ThompsonDonald N., ed., Contractual Marketing Systems.Lexington, Massachusetts: Heath Lexington Books, 1971.
8.
DahlRobert A.Modern Political Analysis.Englewood Cliffs, New Jersey: Prentice-Hall, Inc., 1963.
9.
El-AnsaryAdel I. and RobicheauxRobert A.. “A Theory of Channel Control: Revisited,” Journal of Marketing, 38 (January1974), 2–7.
10.
El-AnsaryAdel I. and SternLouis W.. “Power Measurement in the Distribution Channel,” Journal of Marketing Research, 9 (February1972), 47–52.
11.
FiratFuat A., TyboutAlice M., and SternLous W.. “A Perspective on Conflict and Power in Distribution,” in CurhanRonald C., ed., 1974 Combined Proceedings.Chicago: American Marketing Association, 1974.
12.
FrenchJohn R. P. and RavenBertram. “The Bases of Social Power,” in CartwrightDorwin and ZanderAlvin, eds., Group Dynamics: Research and Theory.New York: Harper and Row, 1968.
13.
GouldnerA. W. “The Norm of Reciprocity: A Preliminary Statement,” American Sociological Review, 25 (1960), 161–78.
14.
HeiderF.The Psychology of Interpersonal Relations.New York: John Wiley & Sons, Inc., 1958.
15.
HelmersH. O., DavissonCharles N., and TaggartHerbert F.. Two Studies in Automobile Franchising.Ann Arbor, Michigan: Graduate School of Business Administration, University of Michigan, 1974.
16.
HewittCharles M.Jr. Automobile Franchisee Agreements.Homewood, Illinois: Richard D. Irwin, 1956.
17.
HungerDavid J. and SternLouis W.. “An Assessment of the Functionality of the Superordinate Goal in Reducing Conflict,” Academy of Management Journal, forthcoming.
18.
HuntShelby D. and NevinJohn R.. “Power in a Channel of Distribution: Sources and Consequences,” Journal of Marketing Research, 11 (May1974) 186–93.
19.
LuschRobert F. “A Validity Test of the Hunt and Nevin Sources of Power Pardigm,” working paper, University of Wisconsin—Madison, 1974.
20.
LuschRobert F. “Franchisor Sources of Power: Their Impact on Franchisee Satisfaction,” International Journal of Physical Distribution, forthcoming.
21.
MacaulayStewart. Law and the Balance of Power.New York: Russell Sage Foundation, 1966.
22.
MallenBruce. “Conflict and Cooperation in Marketing Channels,” in MallenBruce, ed., The Marketing Channel: A Conceptual Viewpoint.New York: John Wiley &Sons, Inc., 1967.
23.
MaxeyGeorge and SilberstonAubrey. The Motor Industry.London: Allen and Unwin, 1959.
24.
National Automobile Dealer Association.A Compendium of State Licensing Laws Regulating Motor Vehicle Manufacturers, Dealers and Salesmen.Washington, D.C.: National Automobile Dealer Association, 1964, 1967, 1974.
25.
NunnallyJum C.Psychometric Theory.New York: McGraw-Hill Book Co., 1967.
26.
PalamountainJoseph C.The Politics of Distribution.Cambridge, Massachusetts: Harvard University Press, 1955.
27.
PashigianBedros Peter. The Distribution of Automobiles, An Economic Analysis of the Franchise System.Englewood Cliffs, New Jersey: Prentice-Hall, Inc., 1961.
28.
PearsonMichael Melvin. An Empirical Study of the Operational Results Associated with Conflict and Cooperationin Channels of Distribution, unpublished D.B.A. thesis, University of Colorado, Boulder, 1972.
29.
PondyLouis R. “Organizational Conflict: Concepts and Models,” Administrative Science Quarterly, 12 (September1967), 296–320.
30.
RavenBertram H. and KruglanskiArie W.. “Conflict and Power,” in SwinglePaul, ed., The Structure of Conflict.New York: Academic Press, 1970.
RosenbergLarry J. “A New Approach to Distribution Conflict Management,” Business Horizons, (October1974), 67–74.
33.
RosenbergLarry J. and SternLouis W.. “Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model,” Journal of Marketing, 34 (October1970), 40–6.
34.
RosenbergLarry J. and SternLouis W.. “Conflict Measurement in the Distribution Channel,” Journal of Marketing Research, 8 (November1971), 437–42.
35.
RosenbloomBert. “Conflict and Channel Efficiency: Some Conceptual Models for the Decision Maker,” Journal of Marketing.37 (July1973), 26–30.
36.
SchmidtStuart M. and KochanThomas A.. “Conflict: Toward Conceptual Clarity,” Administrative Science Quarterly, 17 (September1972), 359–70.
37.
SternLouis W. and GormanRonald H.. “Conflict in Distribution Channels: An Exploration,” in SternLouis W., ed., Distribution Channels: Behavioral Dimensions.Boston: Houghton Mifflin Company, 1969.
38.
SternLouis W. and HeskettJ. L.. “Conflict Management in Interorganization Relations: A Conceptual Framework,” in SternLouis W., ed., Distribution Channels: Behavioral Dimensions.Boston: Houghton Mifflin Company, 1969.
39.
SternLouis W., SchulzRobert A.Jr., and GrabnerJohn R.Jr. “The Power Base-Conflict Relationship: Preliminary Findings,” Social Science Quarterly, 54 (September1973), 412–9.
40.
SternLouis W., SternthalBrian, and CraigC. Samuel. “Managing Conflict in Distribution Channels: A Laboratory Study,” Journal of Marketing Research, 10 (May1973), 169–79.
41.
WalkerOrville C. “An Experimental Investigation of Conflict and Power in Marketing Channels,” unpublished Ph.D. thesis, The University of Wisconsin, Madison: 1970.
42.
WilemonDavid L. “Power Negotiation Strategies in Marketing Channels,” The Southern Journal of Business, 7 (February1972), 71–2.
43.
WilkinsonIan A. “Power and Influence Structures in Distribution Channels,” European Journal of Marketing, (Summer1972), 119–29.
44.
WilkinsonIan A. “Researching the Distribution Channels for Consumer and Industrial Goods: The Power Dimensions,” Journal of Market Research Society, (January1974), 12–32.
45.
WolfeDonald M. “Power and Authority in the Family,” in CartwrightDorwin, ed., Studies in Social Power.Ann Arbor, Michigan: Institute for Social Research, University of Michigan, 1959.
46.
ZaltmanGerald, PinsonChristian R. A., and AngelmarReinhard. Metatheory and Consumer Research.New York: Holt, Rinehart and Winston, Inc., 1973.
