Power and influence structures in distribution channels

Ian Wilkinson

33 citations0/0 files storedEuropean Journal of Marketing

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Supply Chain and Inventory Management Customer Service Quality and Loyalty Quality and Supply Management

Abstract

Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in channel systems. Looks at the relationship between the power and influence structure of a channel and channel functioning. Considers the need for a channel leader or centre of influence. Suggests that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.

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References

1966The Logic of Collective Action.1962New Patterns of Management.1973Marketing Management: Analysis, Planning and Control 1960The Social Psychology of Groups 1968Some Problems in Defining Social Power 1953The Balance of Power: Prescription, Concept, or Propaganda?1955The Politics of Distribution 1969Control in Organizations.

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1985Channel Member Satisfaction: Controversy Resolved 2014Striving for network power: The perspective of solution integrators and suppliers 1981Distribution performance and power sources 1987Vertical quasi‐integration revisited: The role of power 2016Purchasing of logistical services: a new view of LSPs’ proactive strategies 2020Identifying the positive sides of power use between (in)congruence in distributive fairness perception and supplier-buyer relationship quality

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