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Influence strategy efficacy in supplier-distributor relationships

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  • Payan, Janice M.
  • Nevin, John R.

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  • Payan, Janice M. & Nevin, John R., 2006. "Influence strategy efficacy in supplier-distributor relationships," Journal of Business Research, Elsevier, vol. 59(4), pages 457-465, April.
    • Handle: RePEc:eee:jbrese:v:59:y:2006:i:4:p:457-465
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    References listed on IDEAS

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    1. Hunt, Kenneth A. & Mentzer, John T. & Danes, Jeffrey E., 1987. "The effect of power sources on compliance in a channel of distribution: A causal model," Journal of Business Research, Elsevier, vol. 15(5), pages 377-395, October.
    2. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    3. Yoon, Eunsang & Guffey, Hugh J. & Kijewski, Valerie, 1993. "The effects of information and company reputation on intentions to buy a business service," Journal of Business Research, Elsevier, vol. 27(3), pages 215-228, July.
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    Cited by:

    1. Osama A. Meqdadi & Thomas E. Johnsen & Rhona E. Johnsen, 2019. "Power and Diffusion of Sustainability in Supply Networks: Findings from Four In-Depth Case Studies," Journal of Business Ethics, Springer, vol. 159(4), pages 1089-1110, November.
    2. Wesley James Johnston & Angelina Nhat Hanh Le & Julian Ming-Sung Cheng, 2018. "A meta-analytic review of influence strategies in marketing channel relationships," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 674-702, July.
    3. Yang, Qian & Geng, Ruoqi & Jiang, Yisa & Feng, Taiwen, 2021. "Governance mechanisms and green customer integration in China: The joint effect of power and environmental uncertainty," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 149(C).
    4. Bryan Hochstein & Willy Bolander & Ronald Goldsmith & Christopher R. Plouffe, 2019. "Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 118-137, January.

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