Interfirm Influence Strategies and Their Application within Distribution Channels
研究了分销渠道中边界人员使用的影响策略，包括其操作特征、收益与成本，并通过实地调查评估了这些策略的使用频率、相互关系及其与企业间协议的关系。
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.