A Modified Model of Power in the Marketing Channel

Robert F. Lusch · James R. Brown

268 citations0/0 files storedJournal of Marketing Research

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Supply Chain and Inventory Management Customer Service Quality and Loyalty Social Power and Status Dynamics

Abstract

A modified model for examining power and its sources in marketing channels is developed and tested. The results of testing this model indicate that its predictive ability is no better than that of previous approaches. Some unexpected results obtained in this and other studies are discussed in the context of an overall framework of power sources and their consequences in marketing channels.

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References

1977Estimating Nonresponse Bias in Mail Surveys 1977Handbook of Industrial and Organizational Psychology.1977Estimating Nonresponse Bias in Mail Surveys 1974Power in a Channel of Distribution: Sources and Consequences 1972Power Measurement in the Distribution Channel 1976Sources of Power: Their Impact on Intrachannel Conflict 1970Distribution Channels: Behavioral Dimensions 1976Channel Domination and Countervailing Power in Distributive Channels

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1985The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel 1991The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels 1984Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis 1985Interorganizational Relations 1999A Meta-Analysis of Satisfaction in Marketing Channel Relationships 1986Perceptions of Interfirm Power and Its Use within a Franchise Channel of Distribution

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