Article1984

The Theory of Power and Conflict in Channels of Distribution

1,279 citations0/0 files storedJournal of Marketing

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

Abstract

This review article develops an integrated overview of the present status of the theory of power and conflict in marketing channels. It includes a presentation of the conceptual foundation provided by behavioral science and a report on empirical contributions of the marketing literature. Since there appear to be many problems with the empirical work done in the area, both methodological and conceptual, the article also presents some proposals for clarification and theoretical development.

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1987Developing Buyer-Seller Relationships 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1993Market Orientation: Antecedents and Consequences 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1993Market Orientation: Antecedents and Consequences 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1989Determinants of Continuity in Conventional Industrial Channel Dyads

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