Power and influence structures in distribution channels
- 1 February 1973
- journal article
- Published by Emerald Publishing in European Journal of Marketing
- Vol. 7 (2) , 119-129
- https://doi.org/10.1108/eum0000000005107
Abstract
Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in channel systems. Looks at the relationship between the power and influence structure of a channel and channel functioning. Considers the need for a channel leader or centre of influence. Suggests that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.Keywords
This publication has 3 references indexed in Scilit:
- Some Problems in Defining Social PowerAmerican Journal of Sociology, 1968
- Are Channels of Distribution What the Textbooks Say?Journal of Marketing, 1960
- The Balance of Power: Prescription, Concept, or Propaganda?World Politics, 1953