External and internal supplier influences: Buyer perceptions of channel outcomes

Jule B. Gassenheimer, Terri A. Scandura

Research output: Contribution to journalArticle

8 Scopus citations

Abstract

External and internal influences on channel outcomes are examined. Research hypotheses are presented on main and interaction effects of supplier relative market position and internal influence measures with respect to buyer perceptions of channel outcomes. Data from dealers (N=324) in the office systems and furniture industry were used to test the proposed relationships. Among the findings is that the effects of power generated from conditions outside the channel dyad and the use of coercive influence strategies account for a significant share of the variance in dealers' perceptions of control. Implications and suggestions for future research are provided.

Original languageEnglish (US)
Pages (from-to)155-160
Number of pages6
JournalJournal of the Academy of Marketing Science
Volume21
Issue number2
DOIs
StatePublished - Mar 1 1993

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ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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