Management of Conflict Using Individual Power Sources: A Retailers' Perspective

Journal of Business Research

Volumn 40, Issue 1, 1997, Pages 49-64

  Rawwas, Mohammed Y A ^a   Vitell, Scott J ^b   Barnes, James H ^b  

^a UNIVERSITY OF NORTHERN IOWA   (United States)

^b UNIVERSITY OF MISSISSIPPI   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031229499     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(96)00210-X     Document Type: Article

References (55)

1. Anderson James C., Narus James A. A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing. 54:1990;42-58. January.
2. Bagozzi Richard P., Yi Youjae On the Evaluation of Structural Equation Models. Journal of the Academy of Marketing Science. 16:1988;74-94. Spring.
3. Bennett, Stephen: People Who Serve People. Progressive Grocer (March 1993): 58.
4. Bourgeois L. Strategic Goals, Perceived Uncertainty, and Economic Performance in Volatile Environments. Management Journal. 28:1985;548-573.
5. Boyle Brett A., Dwyer Robert F. Power, Bureaucracy, Influence, and Performance. Their Relationships in Industrial Distribution Channels Journal of Business Research. 32:1995;189-200. March.
6. Brown W. Steven The Case of the Incompetent Employee. Supervisory Management. 37:1992;1-2. November.
7. Cardinale Valentine You Can Still Change Minds on Health Reform, NWDA Told. Drug Topics. 137(December 13):1993;108-110.
8. Dant Rajiv P., Schul Patrick L. Conflict Resolution Processes in Contractual Channels of Distribution. Journal of Marketing. 56:1992;38-54. January.
9. Deutsch, M.: Toward an Understanding of Conflict. International Journal of Group Tensions (January/March, 1971): 42-54.
10. Dwyer Robert F., Oh Sejo Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels. Journal of Marketing Research. 24:1987;347-583. November.
11. Dwyer Robert F., Schurr Paul H., Oh Sejo Developing Buyer-Seller Relationships. Journal of Marketing. 51:1987;11-27. April.
12. El-Ansary Adel I., Stern Louis W. Power Measurement in the Distribution Channel. Journal of Marketing Research. 9:1972;47-52. February.
13. Etgar Michael Selection of an Effective Channel Control Mix. Journal of Marketing. 42:1978;53-58. July.
14. Etgar Michael Channel Domination and Countervailing Power in Distributive Channels. Journal of Marketing Research. 13:1976;254-262. August.
15. Frazier Gary L., Summers John O. Interfirm Influence Strategies and Their Application within Distribution Channels. Journal of Marketing. 48:1984;43-55. Summer.
16. Frazier Gary L., Gill James D., Kale Sudhir H. Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country. Journal of Marketing. 53:1989;50-69. January.
17. French John R. P., Raven Bertram The Bases of Social Power. Cartwright Dorwin Studies in Social Power. 1959;University of Michigan Press, Ann Arbor, MI.
18. Gaski John F. Commentary on Howell's Observations. Journal of Marketing Research. 24:1987;126-129. February.
19. Gaski John F. Interrelations Among a Channel Entity's Power Sources. Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legitimate Power Sources Journal of Marketing Research. 23:1986;62-77. February.
20. Gaski John F. The Theory of Power and Conflict in Channels of Distribution. Journal of Marketing. 48:1984;9-29. Summer.
21. Gaski John F., Nevin John R. The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel. Journal of Marketing Research. 22:1985;130-142. May.
22. Gassenheimer Jule B., Calantone Roger J. Managing Economic Dependence and Relational Activities Within a Competitive Environment. Journal of Business Research. 29:1994;189-197. March.
23. Gassenheimer Jule B., Scandura Terri A. External and Internal Supplier Influence. Buyer Perceptions of Channel Outcomes Journal of the Academy of Marketing Science. 21:1993;155-160. Spring.
24. Gundlach Gregory T., Achrol Ravi S., Mentzer John T. The Structure of Commitment in Exchange. Journal of Marketing. 59:1995;78-92. January.
25. Howell Roy D. Covariance Structure Modeling and Measurement Issues. A Note on Interrelations Among a Channel Entity's Power Sources Journal of Marketing Research. 24:1987;119-126. February.
26. Hunt Shelby D., Nevin John R. Power in a Channel of Distribution. Sources and Consequences Journal of Marketing Research. 11:1974;186-193. May.
27. International Data Corporation: Reseller Requirements Analysis: An In-depth Look at VARs' Priorities, Expectations, and Vendor Preferences. Framingham, MA. 1989: 4.
28. John George An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel. Journal of Marketing Research. 21:1984;278-289. August.
29. Jörskog Karl G., Sörbom Dag LISREL VII. A Guide to the Program and Applications 2:1989;SPSS, Inc, Chicago, IL.
30. Jöreskog Karl G., Sörmbom Dag Recent Developments in Structural Equation Modeling. Journal of Marketing Research. 19:1982;404-416. November.
31. Kale Sudhir H. Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country. Journal of Marketing Research. 23:1986;387-393. November.
32. Litterer J. A. Conflict in Organizations. A Reexamination Academy of Management Journal. 9:1966;178-186. September.
33. Lusch Robert F. Sources of Power. Their Impact on Intrachannel Conflict Journal of Marketing Research. 13:1976;382-390. November.
34. Lusch Robert F., Brown James R. A Modified Model of Power in the Marketing Channel. Journal of Marketing Research. 19:1982;312-323. August.
35. MacNeil, Ian R.: Comments to the Workshop on Transaction Cost Analysis in Marketing. Evanston, IL (August 1982).
36. Margolis Howard Listening. The Key to Problem Solving with Angry Parents School Psychology International. 12:1991;329-347. November.
37. Maynard, Roberta: Are Your Employees Helping Your Company Grow? Nation's Business (April 1994): 10.
38. Pascale Richard T. The Benefit of a Clash of Opinions. Personnel Management. 25:1993;38-41. October.
39. Pondy Louis R. Organizational Conflict. Concepts and Models Administrative Science Quarterly. 12:1967;296-320. September.
40. Raven Bertram H., Kruglanski A. W. Conflict and Power. Swingle Paul The Structure of Conflict. 1970;69-109 Academic Press, Inc, New York.
41. Robicheaux Robert, El-Ansary Adel A General Model for Understanding Channel Member Behavior. Journal of Retailing. 52:1976;13-30, 90-94. Winter.
42. Rosenberg Larry J., Stern Louis W. Conflict Measurement in the Distribution Channel. Journal of Marketing Research. 8:1971;437-442. November.
43. Rosenbloom Bert Conflict and Channel Efficiency. Some Conceptual Models for the Decision-Maker Journal of Marketing. 37:1973;26-30. July.
44. Rosenbloom Bert Marketing Channels. A Management View 4:1991;The Dryden Press, Chicago, IL.
45. Schul Patrick L., Babakus Emin An Examination of the Interfirm Power-Conflict Relationship. The Intervening Role of the Channel Decision Structure Journal of Retailing. 64:1988;381-404. Winter.
46. Schwenk Charles R. Conflict in Organizational Decision Making. An Exploratory Study of its Effects in For-Profit and Not-For-Profit Organizations Manangement Science. 36:1990;436-448. April.
47. Stern Louis, El-Ansary Adel, Coughlan Anne T. Marketing Channels. 5:1996;Prentice-Hall Inc, Englewood Cliffs, NJ.
48. Storholm Gordon, Scheuing Eberhard E. Ethical Implications of Business Format Franchising. Journal of Business Ethics. 13:1994;181-188. March.
49. Strutton David, Pelton Lou E., Lumpkin James The Influence of Psychological Climate on Conflict Resolution Strategies in Franchise Relationships. Journal of the Academy of Marketing Science. 21:1993;207-215. Summer.
50. Tedeschi James T., Bonoma Thomas V. Power and Influence. An Introduction Tedeschi James T. The Social Influence Process. 1972;1-49 Aldine-Atherton, Inc, Chicago, IL.
51. Thomas Kenneth W. Conflict and Conflict Management. Dunnette Marvin D. Handbook of Industrial and Organizational Psychology. 1976;889-935 Rand-McNally, Chicago, IL.
52. Walker O. C. Jr. The Effects of Learning on Bargaining Behavior. Allvine F. C. 1971 Combined Proceedings. 1972;194-199 American Marketing, Chicago, IL.
53. Wilkinson Ian F. Power and Satisfaction in Channels of Distribution. Journal of Retailing. 55:1979;79-94. Summer.
54. Williamson Oliver E. The Economic Institutions of Capitalism. Firms, Markets, Relational Contracting:1985;Free Press, New York.
55. Williamson Oliver E. Markets and Hierarchies. Analysis and Antitrust Implications. 1975;Free Press, New York.