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Distinguishing between manufacturer power and manufacturer salesperson power

Distinguishing between manufacturer power and manufacturer salesperson power Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Distinguishing between manufacturer power and manufacturer salesperson power

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629610117143
Publisher site
See Article on Publisher Site

Abstract

Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Apr 1, 1996

Keywords: Distributors; Influence; Salesforce; Supplier relations

References