Exercises of Power in Marketing Channel Dyads - Power Advantage versus Power Disadvantage

• 영문명: Exercises of Power in Marketing Channel Dyads
• 발행기관: 한국마케팅과학회
• 저자명: Guijun Zhuang Neil C. Herndon Jr Nan Zhou
• 간행물 정보: 『한국마케팅과학회 학술발표대회논문집』2005 춘계학술대회 발표 논문집, 631~652쪽, 전체 22쪽
• 주제분류: 경제경영 > 경영학
• 파일형태: PDF
• 발행일자: 2005.05.30

영문 초록

  Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members’ power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members" power has a positive impact on their uses of noncoercive power regardless of their relative position in channel dyads; their uses of coercive power are sensitive negatively to their own power in the condition that they are in power advantage, and sensitive negatively to the target members’ power in the condition that they are in power disadvantage. It also finds that the predictions of deterrence theory are partially supported in both the case of power advantage and power disadvantage, while no evidence supports the predictions of conflict spiral theory in either case. One contribution of this study is that the research method and research findings provide a possible explanation for the inconsistent or contradictory empirical findings on the relationship between power and exercises of power.

목차

1. Introduction
2. Conceptual framework
3. Methodology
4. Analysis and results
5. Discussion
6. Conclusions
References
〈Abstract〉

키워드

Power Exercises of Power Power Advantage Power Disadvantage Deterrence Theory Conflict Spiral Theory