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 language | English |
|---|---|
| Pages (from-to) | 155-160 |
| Number of pages | 6 |
| Journal | Journal of the Academy of Marketing Science |
| Volume | 21 |
| Issue number | 2 |
| DOIs | |
| State | Published - Mar 1 1993 |
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ASJC Scopus subject areas
- Economics and Econometrics
- Marketing
- Business and International Management
Cite this
External and internal supplier influences : Buyer perceptions of channel outcomes. / Gassenheimer, Jule B.; Scandura, Teresa.
In: Journal of the Academy of Marketing Science, Vol. 21, No. 2, 01.03.1993, p. 155-160.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - External and internal supplier influences
T2 - Buyer perceptions of channel outcomes
AU - Gassenheimer, Jule B.
AU - Scandura, Teresa
PY - 1993/3/1
Y1 - 1993/3/1
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=21144478148&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=21144478148&partnerID=8YFLogxK
U2 - 10.1007/BF02894426
DO - 10.1007/BF02894426
M3 - Article
VL - 21
SP - 155
EP - 160
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
SN - 0092-0703
IS - 2
ER -