Behavioral Relations in Across-Culture Distribution System: Influence, Control and Conflict in U.S., Japanese Marketing Channels

Jean L Johnson, Tomoaki Sakano and Naoto Onzo
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Jean L Johnson: Washington State University
Tomoaki Sakano: Waseda University
Naoto Onzo: Waseda University

Journal of International Business Studies, 1990, vol. 21, issue 4, 639-655

Abstract: A mail survey of Japanese distributors of U.S. products provided data for an examination of how perceptions of influence affect control and conflict in the relationship. Results indicated that aggressive influence evoked resistance and conflict, while more subtle influence strategies appeared to reduce conflict. Results suggested that influence, as practiced in western channels, may not be effective in relationship such as these.© 1990 JIBS. Journal of International Business Studies (1990) 21, 639–655

Date: 1990
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