التفاصيل البيبلوغرافية
| العنوان: |
Interfirm Influence Strategies and Their Applications within Distribution Channels. |
| المؤلفون: |
Frazier, Gary L., Summers, John O. |
| المصدر: |
Journal of Marketing; Summer84, Vol. 48 Issue 3, p43-55, 13p, 3 Charts |
| مصطلحات موضوعية: |
MARKETING strategy, INFLUENCE, STRATEGIC planning, MARKETING channel management, BUSINESS logistics management, SOCIAL psychology, FIELD research, MARKETING research, SENSORY perception, ECONOMICS |
| مستخلص: |
This article focuses on the use of influence strategies by boundary personnel within distribution channel relationships. Alternative strategies are discussed in terms of their operational characteristics and apparent benefits and costs. Results from a field study are used in assessing: (1) the relative and absolute frequencies of employment of these influence strategies by boundary personnel; (2) how these strategies are interrelated with respect to their frequency of use; and (3) the relationship between the boundary person's reliance on each strategy and interfirm agreement. [ABSTRACT FROM AUTHOR] |
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| قاعدة البيانات: |
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