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Behavioral Relations in Across-Culture Distribution System: Influence, Control and Conflict in U.S., Japanese Marketing Channels

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Listed:
  • Jean L Johnson

    (Washington State University)

  • Tomoaki Sakano

    (Waseda University)

  • Naoto Onzo

    (Waseda University)

Abstract

A mail survey of Japanese distributors of U.S. products provided data for an examination of how perceptions of influence affect control and conflict in the relationship. Results indicated that aggressive influence evoked resistance and conflict, while more subtle influence strategies appeared to reduce conflict. Results suggested that influence, as practiced in western channels, may not be effective in relationship such as these.© 1990 JIBS. Journal of International Business Studies (1990) 21, 639–655

Suggested Citation

  • Jean L Johnson & Tomoaki Sakano & Naoto Onzo, 1990. "Behavioral Relations in Across-Culture Distribution System: Influence, Control and Conflict in U.S., Japanese Marketing Channels," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 21(4), pages 639-655, December.
    • Handle: RePEc:pal:jintbs:v:21:y:1990:i:4:p:639-655
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    Citations

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    Cited by:

    1. Marshall, Ronald Scott, 2003. "Building trust early: the influence of first and second order expectations on trust in international channels of distribution," International Business Review, Elsevier, vol. 12(4), pages 421-443, August.
    2. Aykol, Bilge & Leonidou, Leonidas C., 2018. "Exporter-importer business relationships: Past empirical research and future directions," International Business Review, Elsevier, vol. 27(5), pages 1007-1021.
    3. Bruce Clemens & Charles E. Bamford & Thomas J. Douglas, 2008. "Choosing strategic responses to address emerging environmental regulations: size, perceived influence and uncertainty," Business Strategy and the Environment, Wiley Blackwell, vol. 17(8), pages 493-511, December.
    4. Florian Hémont & Bernard Grabot & Anne Mayère, 2010. "Cooperation in Supply Chains: from practical problems to conceptual models," Post-Print hal-00952734, HAL.
    5. Johnson, Jean L. & Cullen, John B. & Sakano, Tomoaki & Bronson, James W., 2001. "Drivers and outcomes of parent company intervention in IJV management: a cross-cultural comparison," Journal of Business Research, Elsevier, vol. 52(1), pages 35-49, April.
    6. Runyan, Rodney C. & Sternquist, Brenda & Chung, Jae-Eun, 2010. "Channel relationship factors in cross-cultural contexts: Antecedents of satisfaction in a retail setting," Journal of Business Research, Elsevier, vol. 63(11), pages 1186-1195, November.
    7. Lee, Don Y., 2001. "Power, conflict and satisfaction in IJV supplier -- Chinese distributor channels," Journal of Business Research, Elsevier, vol. 52(2), pages 149-160, May.
    8. Alpert, Frank & Kamins, Michael & Sakano, Tomoaki & Onzo, Naoto & Graham, John, 1997. "Retail buyer decision-making in Japan: what US sellers need to know," International Business Review, Elsevier, vol. 6(2), pages 91-112, April.
    9. Liu, Yi & Li, Yuan & Zhang, Leinan, 2010. "Control mechanisms across a buyer-supplier relationship quality matrix," Journal of Business Research, Elsevier, vol. 63(1), pages 3-12, January.

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