INTERFIRM INFLUENCE STRATEGIES AND THEIR APPLICATION WITHIN DISTRIBUTION CHANNELS

被引：327

作者：

FRAZIER, GL ^{[1
]}

SUMMERS, JO ^{[1
]}

机构：

[1] INDIANA UNIV,BLOOMINGTON,IN 47401

来源：

JOURNAL OF MARKETING | 1984年 / 48卷 / 03期

关键词：

D O I：

10.2307/1251328

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：43 / 55

页数：13

共 44 条

[1]

ALDERSON W, 1965, DYNAMIC MARKETING BE, P239

[2] DEVELOPMENT OF A CONTENT ANALYTIC SYSTEM FOR ANALYSIS OF BARGAINING COMMUNICATION IN MARKETING [J].

ANGELMAR, R ;

STERN, LW .

JOURNAL OF MARKETING RESEARCH, 1978, 15 (01) :93-102

[3] ESTIMATING NONRESPONSE BIAS IN MAIL SURVEYS [J].

ARMSTRONG, JS ;

OVERTON, TS .

JOURNAL OF MARKETING RESEARCH, 1977, 14 (03) :396-402

[4]

Bacharach S, 1980, POWER POLITICS ORG

[5] POWER OF POSITIVE SANCTIONS [J].

BALDWIN, DA .

WORLD POLITICS, 1971, 24 (01) :19-38

[6]

Beier F. J., 1969, DISTRIBUTION CHANNEL

[7] MEASURES OF MANIFEST CONFLICT IN DISTRIBUTION CHANNELS [J].

BROWN, JR ;

DAY, RL .

JOURNAL OF MARKETING RESEARCH, 1981, 18 (03) :263-274

[8] THEORY OF CHANNEL CONTROL [J].

BUCKLIN, LP .

JOURNAL OF MARKETING, 1973, 37 (01) :39-47

[9] THE SALES MANAGERS BASES OF SOCIAL POWER AND INFLUENCE UPON THE SALES FORCE [J].

BUSCH, P .

JOURNAL OF MARKETING, 1980, 44 (03) :91-101

[10]

CADOTTE E, 1979, RES MARKETING, V2

← 1 2 3 4 5 →