An Examination of the Use of Exercised Coercive Power

Abstract

The authors develop a conceptual model to examine a dyadic relationship that explores the moderating effect of dealer resistance on the use of exercised coercive power - satisfaction relationship. The results provide a possible explanation for conflicting results within extant channel literature regarding the relationship. Within the context of the model, the authors provide a conceptualization of the endogenous construct, conflict potential, as a means to examine the motivation behind a channel member's decision to exercise coercive power as an influencing agent. The