Please use this identifier to cite or link to this item: https://gnanaganga.inflibnet.ac.in:8443/jspui/handle/123456789/7512
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dc.contributor.authorTunga Kiyak-
dc.contributor.authorAnthony S. Roath-
dc.date.accessioned2024-02-27T06:20:11Z-
dc.date.available2024-02-27T06:20:11Z-
dc.date.issued1999-
dc.identifier.urihttp://gnanaganga.inflibnet.ac.in:8080/jspui/handle/123456789/7512-
dc.description.abstractThe 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.-
dc.publisherAmerican Marketing Association- Winter Educators Conference-
dc.titleAN EXAMINATION OF THE USE OF EXERCISED COERCIVE POWER WITHIN A RELATIONAL EXCHANGE: THE MODERATING ROLE OF DEALER RESISTANCE-
dc.volVol 10-
Appears in Collections:Articles to be qced

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