External and internal supplier influences: Buyer perceptions of channel outcomes

Jule B. Gassenheimer; Terri A. Scandura

doi:10.1007/BF02894426

External and internal supplier influences: Buyer perceptions of channel outcomes

Jule B. Gassenheimer, Terri A. Scandura

Management

Research output: Contribution to journal › Article

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 language	English (US)
Pages (from-to)	155-160
Number of pages	6
Journal	Journal of the Academy of Marketing Science
Volume	21
Issue number	2
DOIs	https://doi.org/10.1007/BF02894426
State	Published - Mar 1 1993

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ASJC Scopus subject areas

Business and International Management
Economics and Econometrics
Marketing

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Gassenheimer, J. B., & Scandura, T. A. (1993). External and internal supplier influences: Buyer perceptions of channel outcomes. Journal of the Academy of Marketing Science, 21(2), 155-160. https://doi.org/10.1007/BF02894426

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10.1007/BF02894426