The Influence of Channel Environment on Use of Power

Guanglu Cao

Journal of Business Administration Research, 2017, vol. 6, issue 1, 39-51

Abstract: With data collected from Sinopec distributors, this study builds a SEM model to analyze the influence of channel institutional and task environment on channel members¡¯ use of power. The empirical results suggest that, both task and institutional environments are influential to channel behavior. In a dynamic envioronment, suppliers tend to use coercive power; and in a munificent environment, suppliers would use non-coercive strategy. When the regulatory environment is influential, suppliers tend to use coercive power, and when the cognitive environment is influential, suppliers would employ non-coercive power. This paper provides new insights into research of channel environment, and also provides practical guidance and suggestions for channel member decision makers.?

Date: 2017
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Persistent link: https://EconPapers.repec.org/RePEc:jfr:jbar11:v:6:y:2017:i:1:p:39-51

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