The efficacy of power and influence strategies in a conventional channel: a Singapore perspective

Abstract

In contrast to many studies that were conducted in a Western context, this study seeks to extend the understanding and empirical findings on power, dependence, and interfirm influence strategies by examining these issues within a channel of distribution in Singapore. Research hypotheses are developed, centering on the relationship between a manufacturer’s power and its use of coercive and noncoercive influence strategies as well as the reciprocal use of coercive and noncoercive influence strategies in the channel dyad. Data from a field study of personal computer dealers are used in testing the research hypotheses. In contrast to most previous studies, a multiple‐item measure of influence strategies is used. Among the findings is that a manufacturer in this channel setting tends to use both coercive and noncoercive influence strategies in influencing its dealers.

Citation

Shamdasani, P., Tat Keh, H. and Ter‐Sin Chan, K. (2001), "The efficacy of power and influence strategies in a conventional channel: a Singapore perspective", Journal of Business & Industrial Marketing, Vol. 16 No. 1, pp. 21-38. https://doi.org/10.1108/08858620110364864