Behavioral Relations in Across-Culture Distribution System: Influence, Control and Conflict in U.S., Japanese Marketing Channels
AbstractA mail survey of Japanese distributors of U.S. products provided data for an examination of how perceptions of influence affect control and conflict in the relationship. Results indicated that aggressive influence evoked resistance and conflict, while more subtle influence strategies appeared to reduce conflict. Results suggested that influence, as practiced in western channels, may not be effective in relationship such as these.© 1990 JIBS. Journal of International Business Studies (1990) 21, 639–655
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Bibliographic InfoArticle provided by Palgrave Macmillan in its journal Journal of International Business Studies.
Volume (Year): 21 (1990)
Issue (Month): 4 (December)
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Web page: http://www.palgrave-journals.com/
Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK
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