The effects of influence strategies on dealer satisfaction and performance in Taiwan's motor industry

Abstract

The studies of influence strategies in channel relationships have focused on western, individualistic countries. This study seeks to extend the empirical findings in Taiwan's motor industry to elucidate differences among diverse context. The results reveal that the promise strategy must be separated from coercive strategies and the request strategy must be separated from noncoercive strategies under the context of Taiwan's motor industry. Moreover, discrimination between economic and social satisfaction helps relationships between influence strategies and satisfaction and the effects of satisfaction on performance to be understood. The dealer's satisfaction is positively related to his performance, and social satisfaction is more important than economic satisfaction.