Distinguishing between manufacturer power and manufacturer salesperson power

James E. Zemanek (Assistant Professor in the Department of Marketing, East Carolina University, Greenville, North Carolina.)
William M. Pride (Professor in the Department of Marketing, Texas A&M University, College Station, Texas, USA.)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 April 1996


Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction.



Zemanek, J. and Pride, W. (1996), "Distinguishing between manufacturer power and manufacturer salesperson power", Journal of Business & Industrial Marketing, Vol. 11 No. 2, pp. 20-36. https://doi.org/10.1108/08858629610117143

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Copyright © 1996, MCB UP Limited

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