The Effects of Influence Strategies on Trust and Long-Term Orientation of Manufacturing and Distribution Firms in Korea, the United States and Japan

Abstract

The purpose of this study was to determine the effects of influence strategies used by distributors on the trust and long-term orientation of manufacturing firms in Korea, United States and Japan. Many existing studies on influence strategies of manufacturing firms have focused on a single marketing channel, and so uniformly applying their findings to specific countries may not be applicable. Therefore, this study sought to demonstrate effectiveness in Korean, American and Japanese manufacturing firms. The proposed model was proven by the structural equation model using data gathered from 105 manufacturing firms in Korea, 103 in the U.S., and 89 in Japan. This study is consistent with the latest trend of academic investigations into influence strategies and has practical applications in terms of which influence strategies should be adopted.