| Beteiligte: | , , |
|---|---|
| In: | Journal of Marketing, 54, 1990, 3, S. 30-41 |
| veröffentlicht: |
American Marketing Association
|
| Medientyp: | Artikel, E-Artikel |
| Umfang: | 30-41 |
|---|---|
| ISSN: |
0022-2429
|
| veröffentlicht in: | Journal of Marketing |
| Sprache: | Englisch |
| Kollektion: | sid-55-col-jstorbusiness sid-55-col-jstoras7 sid-55-col-jstorbusiness2archive JSTOR Business & Economics JSTOR Arts & Sciences VII Archive JSTOR Business II Archive |
<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.</p> |