Please use this identifier to cite or link to this item: https://gnanaganga.inflibnet.ac.in:8443/jspui/handle/123456789/7512
Title: AN EXAMINATION OF THE USE OF EXERCISED COERCIVE POWER WITHIN A RELATIONAL EXCHANGE: THE MODERATING ROLE OF DEALER RESISTANCE
Authors: Tunga Kiyak
Anthony S. Roath
Issue Date: 1999
Publisher: American Marketing Association- Winter Educators Conference
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 model also examines the mediating influence of compliance on the use of exercised coercive power - satisfaction relationship. The model is tested, via a two group structural equation modeling, using a sample of 324 high level executives from the office systems and furniture industry.
URI: http://gnanaganga.inflibnet.ac.in:8080/jspui/handle/123456789/7512
Appears in Collections:Articles to be qced

Files in This Item:
File SizeFormat 
AN EXAMINATION OF THE USE OF EXERCISED COERCIVE POWER.pdf
  Restricted Access
829.36 kBAdobe PDFView/Open Request a copy


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.