Distinguishing between manufacturer power and manufacturer salesperson power

Distinguishes empirically between the power that the manufacturer-employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer's salesperson has as muc...

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Bibliographic Details
Published in:The Journal of business & industrial marketing 1996-04, Vol.11 (2), p.20-36
Main Authors: Zemanek, James E., Pride, William M.
Format: Article
Language:English
Subjects:
Distribution channels
Distribution of goods
Distributors
Hypotheses
Influence
Manufacturers
Marketing
Personal relationships
Power
Public relations
Sales personnel
Salesforce
Salespeople
Studies
Supplier relations
Trust
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Summary:Distinguishes empirically between the power that the manufacturer-employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer's salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson's specific power bases on the distributor's perception of salesperson power and on distributor satisfaction.
ISSN:0885-8624
2052-1189
DOI:10.1108/08858629610117143