Distribution channel management: Power considerations

International Journal of Physical Distribution & Logistics Management

Volumn 26, Issue 5, 1996, Pages 31-41

  Wilkinson, I F ^a  

^a NONE

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EID: 84986172652     PISSN: 09600035     EISSN: None     Source Type: Journal    
DOI: 10.1108/09600039610757692     Document Type: Article

References (25)

1. Bowersox, D.J., Smykay, E.W. and La Londe, B.J., Physical Distribution Management, 2nd ed., Collier-Macmillan, New York, NY, 1968.
2. This section draws heavily on the writings of Louis Stern (see, for example [3,4]).
3. Stern, L.W. and Neskett, J.L., “Conflict management in interorganizational relations - a conceptual framework”, in Stern, L.W. (Ed.), Distribution Channels: Behavioural Dimensions, Houghton Mifflin, Boston, MA, 1969, pp. 288-305.
4. Stern, L.W., “The interorganisational management of distribution channels - prerequisites and prescriptions”, in Fisk, G. (Ed.), New Essays in Marketing Theory, Allyn & Bacon, Boston, MA, 1971, pp. 301-14.
5. Stern and his colleagues argue that, for effective channel organization, a centre of power within the channel is necessary (see [3,4,6].
6. Wilkinson, I.F., “Power and influence structures in distribution channels: normative and descriptive aspects”, European Journal of Marketing, Summer 1973, pp. 119-29.
7. Bierstedt, R., “An analysis of social power”, American Sociological Review, Vol. 15 No. 6, December 1950, p. 735.
8. Alderson, W., “Factors governing the development of distribution channels”, in Clewett, R.M. (Ed.), Marketing Channels for Manufactured Products, Irwin, Homewood, IL, 1954, p. 31.
9. Emery, F.E. and Trist, E.L., “The causal texture of organisational environments”, in Emery, F.E. (Ed.), Systems Thinking, Penguin, Harmondsworth, 1969, pp. 241-57.
10. In general a firm can be said to possess some form of legitimate power over another firm if the latter believes the firm has the right to influence it. In many cases this belief may be founded on a legal basis, e.g., purchase agreements, contracts, etc., but it may also be more informal. Beier and Stern suggest, for example: “the largest firm could be considered the leader by other channel members. If this is the case, then legitimate power may be available to the large firm”.
11. Beier, F.J. and Stern, L.W., “Power in the distribution channel”, in Stern, L.W. (Ed.), Distribution Channels: Behavioural Dimensions, Houghton Mifflin, Boston, MA, 1969, p. 103.
12. Beier, F.J., “Power in the channel of distribution: an interdisciplinary approach”, unpublished doctoral dissertation, Ohio State University, Columbus, OH, 1969.
13. Bannester, E.M., “Sociodynamics: an integrative theorem of power, authority, influence and love”, American Sociological Review, June 1969, p. 374.
14. Galbraith, J.K., American Capitalism, Penguin (Pelican) Books, London, 1963, p. 125. The discussion of the concept of countervailing power is renewed in Chapter 5.
15. For a more complete discussion of countervailing power see [6].
16. Wilkinson, I.F., “Power relations between organisations in distribution channels - an empirical examination”, unpublished PhD thesis, University of New South Wales, 1972.
17. Cartwright, D., “Influence, leadership and control”, in March, J.G. (Ed.), Handbook of Organization, Rand McNally & Co., Chicago, IL, 1965, p. 33.
18. For the purposes of this thesis resistance and opposition can be treated as synonymous. An interesting example of the resistance of retailers to a change in distribution policy by an apparently powerful manufacturer is provided by Cunningham[19].
19. Cunningham, M., “Innovation in sales and distribution” marketing theory seminar, University of Strathclyde, May 1973.
20. Some research evidence on individuals’ responsiveness to communication lends support to this argument (see, for example[21,22]).
21. McLaughlin, B., Learning and Social Behaviour, Free Press, New York, NY, 1971, p. 180.
22. A discussion of the ways in which power can be used to improve channel functioning is contained in[23].
23. Heskett, J.L., Stern, L.W. and Beier, F.J., “Bases and uses of power in interorganisational relations”, in Bucklin, L.P. (Ed.), Vertical Marketing Systems, Scott, Foresman, Glenview, IL, 1970, pp. 75-91.
24. Alderson, W., Marketing Behaviour and Executive Action, Wiley, New York, NY, 1957, p. 51.
25. Emery, F., “The next thirty year concepts, methods and anticipations”, Human Relations, Vol. 20 No. 3, 1967, p. 202.