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Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms

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Author Info
James Brown ()
Stephan Grzeskowiak ()
Chekitan Dev ()
Abstract

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File URL: http://hdl.handle.net/10.1007/s11002-008-9053-2
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Publisher Info
Article provided by Springer in its journal Marketing Letters.

Volume (Year): 20 (2009)
Issue (Month): 2 (June)
Pages: 139-154
Download reference. The following formats are available: HTML (with abstract), plain text (with abstract), BibTeX, RIS (EndNote, RefMan, ProCite), ReDIF
Handle: RePEc:kap:mktlet:v:20:y:2009:i:2:p:139-154

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Web page: http://www.springerlink.com/link.asp?id=100312

For technical questions regarding this item, or to correct its listing, contact: (Christopher F. Baum).

Related research
Keywords: Opportunism; Coercive influence; Noncoercive influence; Relational norms;

References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

  1. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA. [Downloadable!]
  2. Simpson, James T. & Mayo, Donna T., 1997. "Relationship management: A call for fewer influence attempts?," Journal of Business Research, Elsevier, vol. 39(3), pages 209-218, July. [Downloadable!] (restricted)
  3. Parsa, H. G., 1999. "Interaction of Strategy Implementation and Power Perceptions in Franchise Systems: An Empirical Investigation," Journal of Business Research, Elsevier, vol. 45(2), pages 173-185, June. [Downloadable!] (restricted)
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This page was last updated on 2010-1-1.

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