TY  - JOUR
AB  - 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.
VL  - 11
IS  - 2
SN  - 0885-8624
DO  - 10.1108/08858629610117143
UR  - https://doi.org/10.1108/08858629610117143
AU  - Zemanek James E.
AU  - Pride William M.
PY  - 1996
Y1  - 1996/01/01
TI  - Distinguishing between manufacturer power and manufacturer salesperson power
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 20
EP  - 36
Y2  - 2024/04/24
ER  -