Distinguishing between manufacturer power and manufacturer salesperson power Academic Article uri icon

abstract

  • Distinguishes empirically between the power that the manufactureremployee 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 manufacturers salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salespersons specific power bases on the distributors perception of salesperson power and on distributor satisfaction.

published proceedings

  • Journal of Business and Industrial Marketing

author list (cited authors)

  • Zemanek, J. E., & Pride, W. M.

citation count

  • 9

complete list of authors

  • Zemanek, James E||Pride, William M

publication date

  • April 1996