The combined effects of dependence and relationalism on the use of influence in marketing distribution systems |
| |
| Authors: | James T Simpson Chris Paul |
| |
| Institution: | (1) Department of Management and Marketing, College of Administrative Science, The University of Alabama in Huntsville, 35899 Huntsville, AL;(2) Department of MIS, Economics, and Finance, College of Administrative Science, The University of Alabama in Huntsville, 35899 Huntsville, AL |
| |
| Abstract: | This study uses data from the automotive replacement tire industry to test the proposition that dependence and relationship structure interact to determine frequency of influence-strategy use in distribution systems. The findings support the expectation that dependence is positively associated with recommendations, information exchanges, promises, requests, legal pleas, and threats. However, increases in dealer dependence increase the use of requests, legal pleas, and threats only in systems characterized by trivial levels of relationalism.The authors would like to express their gratitude to John Burnett, Robert Dwyer, Jule Gassenheimer, and Allen Wilhite for their helpful comments on this project. |
| |
| Keywords: | Relational exchange transaction cost analysis dependence specific investments influence strategies |
| 本文献已被 SpringerLink 等数据库收录！ |
|
