The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels
研究了工业产品分销渠道中供应商与经销商之间强制与非强制影响策略的互惠使用，及其与权力、潜在冲突、显性冲突和冲突解决的关系，基于全国调查数据验证了假设。
The authors seek to extend theory and empirical findings on interfirm influence strategies by examining their use in channel relationships between suppliers and distributors of industrial products. Research hypotheses are developed, centering on the reciprocal use of noncoercive and coercive influence strategies by the supplier and the distributor in the channel dyad and on the interrelationships of these strategies with the interfirm power, latent conflict, manifest conflict, and conflict resolution constructs. Data from a national survey of industrial distributors are used in testing the research hypotheses, which are generally supported by the empirical results.