The bases of power in international channels

Ugur Yavas (Department of Management and Marketing, East Tennessee State University, Tennessee, USA)

International Marketing Review

ISSN: 0265-1335

Publication date: 1 April 1998


This study tests the psychometric properties of alternative power measures ‐ which are grounded in the US research ‐ in Saudi Arabia and investigates if the power‐conflict and power‐satisfaction relationships purported to exist in US channels hold true in Saudi Arabia. The study results raise some questions on the applicability of American measures in a different setting. Likewise, the study′s findings concerning relationships between power and satisfaction and power and conflict are mixed. For instance, neither coercive nor noncoercive power sources are significantly related to conflict. This suggests that manufacturers cannot indiscriminately apply conflict management strategies that they commonly employ in domestic settings to minimize or resolve conflict in their international operations.



Yavas, U. (1998), "The bases of power in international channels", International Marketing Review, Vol. 15 No. 2, pp. 140-150.

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Copyright © 1998, MCB UP Limited

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