Improving Marketing Channel Control Through Power and Exchange

Abstract

Get full access to this article

View all access options for this article.

References

Alderson, Wroe. 1967. Dynamic Marketing Behavior Homewood, Illinois: Richard D. Irwin, Inc.

Alderson, Wroe. 1958. Marketing Behavior and Executive Action, Homewood, Illinois: Richard D. Irwin, Inc .

Alderson, Wroe. 1954. "Factors Governing the Development of Marketing Channels ," in Marketing Channels for Manufactured Products by Richard M. Clewett (ed.), Homewood, Illinois: Richard D. Irwin as reprinted in Bruce E. Mallen 1967. The Marketing Channels: A Conceptual Viewpoint, New York: John Wiley and Sons, Inc.

Artle, Roland and Sture Berglund. 1959. "A Note on Manufacturers' Choice of Distribution Channel," Management Science (July) 460-71.

Bates, Frederick L. and Clyde C. Harvey . 1975. The Structure of Social Systems , New York: Gardener Press Inc., A Division of John Wiley and Sons.

Bates, Frederick L. and Lloyd Bacon. 1972. "The Community as a Social System," Social Forces 50 (March) 271-79.

Brown, James R. and Ralph L. Day. 1981. "Measures of Manifest Conflict in Distribution Channels," Journal of Marketing Research 18 (August) 263-74.

Brown, James R. and Gary L. Frazier . 1978. "The Application of Channel Power: Its Effects and Connotations," in Research Frontiers in Marketing: Dialogues and Directions, Educators' Proceedings, American Marketing Association, 266-70.

Brown, James R. and Sherman A. Timmins . 1981. "Substructural Dimensions of Interorganizational Relations in Marketing Channels," Journal of the Academy of Marketing Science 9 (Summer) 163-73.

10.

Bucklin, Louis P. 1973. "A Theory of Channel Control," Journal of Marketing 37 (January) 39-47.

11.

Bucklin, Louis P. 1965. "Postponement, Speculation, and the Structure of Distribution Channels," Journal of Marketing Research 3 (February) 26-31.

12.

EI Ansary, Adel I. and Robert A. Robicheaux . 1974. "A Theory of Channel Control: Revisited," Journal of Marketing 38 (January) 2-7.

13.

EI Ansary, Adel I. and Louis W. Stem. 1972. "Power Measurement in the Distribution Channel," Journal of Marketing Research 9 (February) 47-52.

14.

Emerson, Richard M. 1962. "Power-Dependence Relations," American Sociological Review 27 (February) 31-41.

15.

Etgar, Michael. 1976. "Channel Domination and Countervailing Power in Distributive Channels," Journal of Marketing Research 13 (August) 254-62.

16.

French, John R. P. and Bertram Raven. 1959. "The Bases of Social Power," in Studies in Social Power by Dorwin Cartwright (ed.), Ann Arbor, Michigan: University of Michigan Press, 150-67.

17.

Galbraith, John K. 1967. "The Concept of Countervailing Power," in The Marketing Channel: A Conceptual Viewpoint by Bruce E. Mallen. New York: John Wiley and Sons, Inc., 119-23.

18.

Hawkins, E.R. 1967. "Vertical Price Relationships," in The Marketing Channel: A Conceptual Viewpoint by Bruce E. Mallen. New York: John Wiley and Sons, Inc., 140-47.

19.

Hunt, Shelby D. and John R. Nevin. 1974. "Power in a Channel of Distribution: Sources and Consequences," Journal of Marketing Research 11 (May) 186-93.

20.

Levy, Michael and Dwight Grant. 1980. "Financial Terms of Sale and Control of Marketing Channel Conflict," Journal of Marketing Research 17 (November) 524-30.

21.

Lusch, Robert F. 1976. "Channel Conflict, Its Impact on Retailer Operating Performances ," Journal of Retailing 52 (Summer) 3-12, 89-90.

22.

Lusch, Robert F. 1976. "Sources of Power: Their Impact on Intrachannel Conflict ," Journal of Marketing Research 13 (November) 382-90.

23.

Mack, Raymond W. and Richard C. Snyder . 1957. "The Analysis of Social Conflict - Toward an Overview and Synthesis," Journal of Conflict Resolution 1 (June) 212-48.

24.

Mallen, Bruce E. 1967. The Marketing Channel: A Conceptual Viewpoint, New York: John Wiley and Sons, Inc.

25.

McCammon, Bert C. , Jr. and Robert W. Little . 1965. "Marketing Channels: Analytical Systems and Approaches," in George Schwartz (ed.) Science in Marketing, New York : John Wiley and Sons, Inc., 321.

26.

Nix, Harold L. , Paula L. Dressel , and Frederick L. Bates . 1977. "Changing Leaders and Leadership Structure: A Longitudinal Study," Rural Sociology 42 (Spring) 22-41.

27.

Pearson, Michael M. 1981. "Ten Distribution Myths," Business Horizons 24 (May/June) 17-23.

28.

Reve, Torger and Louis W. Stem. 1979. "Interorganizational Relations in Marketing Channels," Academy of Management Review 4 (July) 405-16.

29.

Rosenberg, Larry J. and Louis W. Stem. 1971. "Conflict and Measurement in the Distribution Channel," Journal of Marketing Research 8 (November) 437-42.

30.

Rosenblatt, Jerry and Roger Calantone . 1981. "Using the Price/Quantity Model to Indicate Power in Marketing Channels," in Developments in Marketing Science IV Proceedings, The Academy of Marketing Science, 14-19.

31.

Rosenbloom, Bert. 1973. "Conflict and Channel Efficiency: Some Conceptual Models for the Decision Maker," Journal of Marketing 37 (July) 16-30.

32.

Schmidt, Stuart M. and Thomas A. Kochan . 1972. "Conflict: Toward Conceptual Clarity," Administrative Science Quarterly 17 (September) 363-64.

33.

Shooshtari, Nader and Bruce Walker. 1980. "In Search of a Theory of Channel Behavior ," Theoretical Developments in Marketing, Proceedings, edited by Lamb and Dunne. Chicago, Illinois: American Marketing Association.

34.

Shuptrine, E Kelly and J. Robert Foster . 1976. "Monitoring Channel Conflict with Evaluations from the Retail Level," Journal of Retailing 52 (Spring) 55-74.

35.

Stem, Louis W. 1971. "The Interorganization Management of Distribution Channels: Prerequisites and Prescriptions," in New Essays in Marketing Theory by George Fiske (ed.), Boston, Massachusetts: Allyn and Bacon, Inc., 301-19.

36.

Stem, Louis W. and Jay W. Brown. 1969. "Distribution Channels: A Social Systems Approach," Distribution Channels: Behavioral Dimensions by Louis W. Stem (ed.), Boston, Massachusetts: Houghton-Mifflin Book Company, 6-19.

37.

Stem, Louis W. and Adel I. E1 Ansary . 1977. Marketing Channels, Englewood Cliffs, New Jersey: Prentice-Hall, Inc.

38.

Stem, Louis W. and Ronald H. Gorman . 1969. "Conflict in Distribution Channels: An Exploration," in Distribution Channels: Behavioral Dimensions by Louis W. Stern (ed.), Boston, Massachusetts: Houghton-Mifflin Book Company , 156-175.

39.

Stem, Louis W. and Torger Reve. 1980. "Distribution Channels as Political Economics: A Framework for Comparative Analysis," Journal of Marketing 44 (Summer) 52-64.

40.

Teas, R. Kenneth and Stanley D. Sibley . 1980. "An Examination of the Moderating Effect of Channel Member Firm Size on Perception of Preferred Channel Linkages ," Journal of the Academy of Marketing Science 8 (Summer) 277-293.