Power and Goal Setting in Channel Negotiations
研究外部设定的盈利约束作为目标设定机制对渠道谈判者的影响，发现高权力成员受益而低权力成员受损，基于实验市场模拟分析约束与权力对交易数量、质量和谈判动态的作用。
The authors investigate the use of a moderately high externally set profitability constraint as a goal-setting mechanism for controlling channel negotiators. Equal and high power channel members are shown to be made more profitable by the constraint. Low power channel members are shown to be made less profitable by the same constraint. The analysis is done in the context of an experimental market simulation that reveals the impact of the constraint and power variables on both quantity and quality of transactions completed as well as dynamics of negotiations over time.