Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures

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Bibliographische Detailangaben
Beteiligte: Keith, Janet E., Jackson, Donald W., Crosby, Lawrence A.
In: Journal of Marketing, 54, 1990, 3, S. 30-41
veröffentlicht:
SAGE Publications
Medientyp: Artikel, E-Artikel

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Umfang: 30-41
ISSN: 0022-2429
1547-7185
DOI: 10.1177/002224299005400303
veröffentlicht in: Journal of Marketing
Sprache: Englisch
Schlagwörter:
Kollektion: SAGE Publications (CrossRef)
Inhaltsangabe

<jats:p> Scenarios were used in a factorial design to analyze how a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behavior. Results indicate that the broker's readiness to respond to the principal's requests was determined primarily by the broker's dependence. The broker's attitudes were affected by dependence and the principal's influence strategies. </jats:p>