Abstract
In recent years channel research has focused on the importance of developing and maintaining long term relationships. The purpose of this paper is to investigate the effects of the suppliers’ use of both power sources and influence strategies on distributors’ satisfaction with the exchange relationship. Two studies conducted in the beer industry compare the use of power sources and the use of influence strategies to explain variation in satisfaction. Both studies drew random samples from the same universe, and are comparable in terms of geographic representation and job titles represented. The results suggest that the use of power sources is a better predictor of satisfaction than the use of influence strategies.
Sign-in/Register to access full text options 
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
