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Article
Publication date: 6 November 2020

Yin Zhou, Wei Yang and Guijun Zhuang

The purpose of this study is to develop a better understanding of how relational embeddedness offers marketing channel partners both benefits and hazards. The nonlinear…

Abstract

Purpose

The purpose of this study is to develop a better understanding of how relational embeddedness offers marketing channel partners both benefits and hazards. The nonlinear effect of relational embeddedness on channel opportunism is investigated. Influence strategies (i.e. coercive and noncoercive influence) are also examined as mediators of this nonlinear effect.

Design/methodology/approach

Survey data are gathered from a sample of 149 manufacturers in China. The hypotheses are tested through regression analysis.

Findings

The results support the hypothesis that relational embeddedness has a U-shaped effect on opportunism, and that this relationship can be mediated through noncoercive influence strategies. The results also indicate that coercive influence has an inverted U-shaped effect and noncoercive influence has a U-shaped effect on opportunism.

Research limitations/implications

This research serves as a launching point for further investigations into the “black box” of the double-edged effects of relational embeddedness. Other channel behavior constructs can be explored in future studies.

Practical implications

Firms should be aware of the benefits and pitfalls associated with relational embeddedness in marketing channels. They should be alert to using influence strategies when managing channel opportunism.

Originality/value

This study addresses the dilemma of embeddedness in marketing channel relationships and reveals its causes and mechanisms by exploring the mediating effects of influence strategies.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 27 January 2012

Po‐Young Chu, Kuo‐Hsiung Chang and Hsu‐Feng Huang

This study aims to examine the means by which influence strategies and social mechanisms (trust and shared vision) influence the flexibility of suppliers, and its ultimate…

1134

Abstract

Purpose

This study aims to examine the means by which influence strategies and social mechanisms (trust and shared vision) influence the flexibility of suppliers, and its ultimate effect on the performance of manufacturers.

Design/methodology/approach

This study bases the major components of marketing research on previous studies related to influence strategies and flexibility in the supply‐chain. This empirical study utilized 162 SMIT survey samples.

Findings

Results show that using coercive influence strategies and developing a shared vision promote supplier flexibility and fully mediate the effects of trust on supplier flexibility. In addition, supplier flexibility has a significant positive impact on the performance of manufacturers.

Research limitations/implications

The perceptions of manufacturers regarding influence strategies and social mechanisms formed the basis of this study. Future studies could focus on the reciprocal strategies of suppliers, and the influence of these actions on the effectiveness of the influence strategies employed by manufacturers.

Practical implications

This paper adds to the existing management guidelines addressing the problem of ensuring increased flexibility from suppliers to enable a more rapid response to the demands of customers to enhance performance.

Originality/value

The paper provides novel insights into the impact of influence strategies and social mechanisms on the flexibility of suppliers.

Details

Journal of Business & Industrial Marketing, vol. 27 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 16 June 2015

Denise Kwan and Libi Shen

The purpose of this case study was to explore senior librarians’ perceptions of successful leadership skills in the 21st century. The data gathered from 10 senior library…

Abstract

The purpose of this case study was to explore senior librarians’ perceptions of successful leadership skills in the 21st century. The data gathered from 10 senior library leaders consisted of demographic information and responses to six open-ended interview questions. From the NVivo 10 analysis, several significant themes emerged regarding successful library leadership skills in the 21st century at two levels: foundational and interpersonal. At the foundational level, technical and knowledge skills form the building blocks for the next level of interpersonal skills. Persuasion and collaborative skills are interwoven with these interpersonal skills, both of which are at the core of the postindustrial paradigm of leadership. These two levels of skills, with an emphasis on persuasion skills, should form the basis of succession planning programs for next generation librarians. Implementing such programs could lead to increased leadership diversity, greater job satisfaction, improved job performance and effectiveness, all of which help retain librarians and ease staff shortages. Further studies are recommended.

Details

Advances in Library Administration and Organization
Type: Book
ISBN: 978-1-78441-910-3

Keywords

Article
Publication date: 28 September 2020

Yi Liu, Ting Liu, Yuan Li and Liyang Ruan

Previous studies have investigated the influence strategy–economic satisfaction links within a pairwise framework. This study aims to reexamine this issue in a network…

Abstract

Purpose

Previous studies have investigated the influence strategy–economic satisfaction links within a pairwise framework. This study aims to reexamine this issue in a network context from both the structural and relational embeddedness perspectives.

Design/methodology/approach

An ego network approach in which the network consists of a focal distributor, other distributors and alternate manufacturers is adopted to measure the distributor’s network. Drawing on data from 124 distributors from China’s tire industry, a hierarchical multiple regression analysis is used to test the hypotheses.

Findings

The empirical results find a positive relationship between a manufacturer’s noncoercive influence strategies and the distributor’s economic satisfaction and an inverse U-shaped relationship between coercive influence strategies and economic satisfaction. It discusses the joint effects of coercive and noncoercive influence strategies and finds that the former mitigate the positive effects of the latter and that the latter flatten the inverse-U shaped effect of the former. Further, when a distributor spans rich structural holes, the effects of coercive and noncoercive influence strategies on economic satisfaction weaken. When a distributor has strong ties with its network members, the effects of noncoercive influence strategies are mitigated, while the effects of coercive influence strategies are enhanced.

Practical implications

This study provides implications for manufacturers, particularly concerning how to properly exert influence strategies to improve distributors’ economic satisfaction. Manufacturers should consider the attributes of the networks in which the distributors are embedded, involving structural holes and tie strength. They should also carefully use the two influence strategies simultaneously.

Originality/value

This study contributes to the influence strategy literature by incorporating a network perspective by empirically examining the different moderating effects of structural holes and tie strength; provides a new and powerful explanation for the effects that coercive influence strategies have on economic satisfaction by testing an inverse U-shaped effect; and examines the effects of the interaction of two strategies.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 February 2001

Prem Shamdasani, Hean Tat Keh and Kenny Ter‐Sin Chan

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…

1404

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.

Details

Journal of Business & Industrial Marketing, vol. 16 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 April 1996

James E. Zemanek and William M. Pride

Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an…

843

Abstract

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.

Details

Journal of Business & Industrial Marketing, vol. 11 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 April 1998

Ugur Yavas

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…

1567

Abstract

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.

Details

International Marketing Review, vol. 15 no. 2
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 1 October 2006

Aberdeen Leila Borders

This paper seeks to describe supplier coordination of sales and marketing activities to manage customer relationships.

4812

Abstract

Purpose

This paper seeks to describe supplier coordination of sales and marketing activities to manage customer relationships.

Design/methodology/approach

Six propositions are suggested that examine the drivers dictating how customers initiate influence tactics for their benefit in dealing with their suppliers.

Findings

Illustrations are provided to show how and when the marketing and sales functions come close to synergistic efforts and what hinders them from doing so.

Research limitations/implications

Although influence tactics have a rich history in social psychology and organizational behavior research, more influence tactics must be tested using various samples and multiple methods in the customer‐supplier realm of selling and marketing activities.

Practical implications

Understanding trust, commitment, and cooperation from the supplier's perspective, enhances one's ability to understand why the sales and marketing functions must work together to program a defense mechanism against customers that are initiating influence tactics against them.

Originality/value

The study presents useful information for the coordination of sales and marketing activities.

Details

Journal of Business & Industrial Marketing, vol. 21 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 June 1989

Gary L. Frazier and Sudhir H. Kale

The differences that exist in manufacturer – distributorrelationships across diverse markets and countries have been largelyignored in the marketing channels literature. A…

Abstract

The differences that exist in manufacturer – distributor relationships across diverse markets and countries have been largely ignored in the marketing channels literature. A conceptual framework is built designed to explain how the initiation, implementation, and review of manufacturer – distributor relationships are likely to vary, based on whether such relationships take place in buyers′ markets in developed countries or in sellers′ markets in developing countries. Several cultural and structural dimensions of markets in developing countries also play an important role in the conceptual framework. A comparative channel systems approach is taken and a number of propositions are developed that require empirical testing in the future.

Details

International Marketing Review, vol. 6 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 25 September 2009

Vera Belaya and Jon Henrich Hanf

The purpose of this paper is to examine power from a multi‐theoretical perspective by comparing and analyzing different views and definitions of power in order to use the…

1929

Abstract

Purpose

The purpose of this paper is to examine power from a multi‐theoretical perspective by comparing and analyzing different views and definitions of power in order to use the findings for further studying this construct as a key element for managerial purposes in the interorganizational context.

Design/methodology/approach

An overview of the literature is conducted examining the power from sociological, psychological and managerial perspectives specifying views on power, its sources and consequences of its use offered by selected theories.

Findings

This paper presents the opinion that the definitions of power by different theories resemble each other and the main differentiations in conceptualizations of power stem mostly from the differences in capturing sources and consequences of power. Power generally refers to the ability, capacity or potential to get others do something, to command, to influence, to determine or to control the behaviors, intentions, decisions or actions of others in the pursuit of one's own goals or interests despite resistance, as well as to induce changes.

Originality/value

The fact that power can be used as an effective tool to coordinate and manage others appears to be largely ignored in the literature. In order to understand how to use it for these purposes, it is necessary to define power, which is an elusive concept that has a variety of meanings and definitions, and there seems to be much disagreement to the precise meaning of power.

Details

International Journal of Social Economics, vol. 36 no. 11
Type: Research Article
ISSN: 0306-8293

Keywords

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