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Power, bureaucracy, influence, and performance: Their relationships in industrial distribution channels

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  • Boyle, Brett A.
  • Dwyer, F. Robert

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  • Boyle, Brett A. & Dwyer, F. Robert, 1995. "Power, bureaucracy, influence, and performance: Their relationships in industrial distribution channels," Journal of Business Research, Elsevier, vol. 32(3), pages 189-200, March.
    • Handle: RePEc:eee:jbrese:v:32:y:1995:i:3:p:189-200
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    References listed on IDEAS

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    1. Roering, Kenneth J., 1977. "Bargaining in distribution channels," Journal of Business Research, Elsevier, vol. 5(1), pages 15-26, March.
    2. William M. Evan, 1965. "Toward a Theory of Inter-Organizational Relations," Management Science, INFORMS, vol. 11(10), pages 217-230, August.
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    Cited by:

    1. Fan-Yun Pai & Tsu-Ming Yeh, 2015. "The Effects of Interdependence and Cooperative Behaviors on Buyer’s Satisfaction in the Semiconductor Component Supply Chain," Sustainability, MDPI, vol. 8(1), pages 1-14, December.
    2. Jaffe, Eugene Donald & Yi, Ling, 2007. "What are the drivers of channel length? Distribution reform in The People's Republic of China," International Business Review, Elsevier, vol. 16(4), pages 474-493, August.
    3. Clauss, Thomas & Kesting, Tobias & Franco, Matheus, 2024. "Innovation generation through formalisation and fairness in university – Industry collaboration," Technovation, Elsevier, vol. 134(C).
    4. Hartman, Cathy L. & Price, Linda L., 1995. "Special issue on interpersonal buyer behavior in marketing," Journal of Business Research, Elsevier, vol. 32(3), pages 185-188, March.
    5. Fontenot, Renee J. & Hyman, Michael R., 2004. "The antitrust implications of relationship marketing," Journal of Business Research, Elsevier, vol. 57(11), pages 1211-1221, November.
    6. Vos, F.G.S. & Van der Lelij, R. & Schiele, H. & Praas, N.H.J., 2021. "Mediating the impact of power on supplier satisfaction: Do buyer status and relational conflict matter?," International Journal of Production Economics, Elsevier, vol. 239(C).
    7. Chelariu, Cristian & Bello, Daniel C. & Gilliland, David I., 2006. "Institutional antecedents and performance consequences of influence strategies in export channels to Eastern European transitional economies," Journal of Business Research, Elsevier, vol. 59(5), pages 525-534, May.
    8. Jurriaan L. Jong & W. C. Benton, 2019. "Dependence and power in healthcare equipment supply chains," Health Care Management Science, Springer, vol. 22(2), pages 336-349, June.
    9. Geon-Cheol Shin & Yaokun Ma, 2008. "Factors affecting trust between Korean IT firms and their Chinese counterparts," Journal of Chinese Economic and Business Studies, Taylor & Francis Journals, vol. 6(3), pages 321-334.
    10. Hammervoll, Trond, 2012. "Managing interaction for learning and value creation in exchange relationships," Journal of Business Research, Elsevier, vol. 65(2), pages 128-136.
    11. Chow, M.W., 2007. "A new perspective on punishments and rewards in marketing channel relationships," Other publications TiSEM 2295acee-42ac-4c69-a8d1-c, Tilburg University, School of Economics and Management.
    12. Wesley James Johnston & Angelina Nhat Hanh Le & Julian Ming-Sung Cheng, 2018. "A meta-analytic review of influence strategies in marketing channel relationships," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 674-702, July.
    13. Hara, Yoritoshi & Choi, Yonghoon, 2023. "Vertical and horizontal governance in multiple-channel systems," Journal of Business Research, Elsevier, vol. 156(C).
    14. Ferri Kuswantoro & M. Mohd Rosli & Radiah Abdul Kader, 2012. "Innovation In Distribution Channel(S) & Cost Efficiency On Small & Medium Enterprise Scales’ Performance In Indonesia," Journal of Global Entrepreneurship, Global Research Agency, vol. 3(1), pages 42-67, July.

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