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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.

Extant research on strategic alliances has relied mainly on case and survey methodologies to examine strategic, structural and operational issues in alliance relationships. Demonstrates that experimental methodology can usefully be employed to examine important strategic and behavioural issues in ongoing alliances. Reports on an experiment involving role‐playing among 221 managers which was conducted to investigate determinants of satisfaction and continuity in a hypothetical marketing alliance. Indicates that alliance satisfaction and continuity are influenced positively by a partner′s commitment, competence and strategic compatibility. Finds commitment to be the strongest determinant of both satisfaction and continuity. Discusses implications of the findings and methodology employed and suggests future research directions.

Examines the issue of how variations in language used in advertising affect advertising preference with a sample of bilingual, Korean Americans. Uses past literature to hypothesise that the level of acculturation would moderate ethnic consumers’ preference for advertisements in English versus their native language. Extends previous research in the field of ethnic advertising by considering whether findings from studies conducted with Hispanic American consumers are applicable to Asian Americans. Shows that no significant differences were detected in bilingual Korean American preferences for advertisements in which the message was presented in English as compared with those that used Humgul (Korean language) to communicate with the audience. Concludes with suggestions for further research.

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.

This research investigates the study of service operations and information technology (IT) in order to observe the interaction between these two constructs. Phase I utilizes a Delphi study, involving 31 participants from 11 organizations, to provide initial specification of a service typology based on task requirements. Phase II of the research is a multiple case study that further refines the construct specifications and analyzes the dynamics of the interaction between components of the service task and IT. Results of the Delphi and case analysis suggest that differentiation within the service task construct occurs along an expertise‐based continuum that incorporates four primary task requirements. These requirements include knowledge‐base, level of standardization and two databased elements, data configuration and data interpretation. The case analyses further indicate the presence of three primary levels of task requirements – transaction processing, request fulfillment and problem resolution. Early results from the task‐IT interaction analysis suggest that the task‐IT relationship affects critical operations factors such as process innovation, IT diffusion rates, achievement of informational and operational advantage, performance measurement and elements of service quality.