Relationships of Channel Power, Noncoercive Influencing Strategies, Channel Climate and Solidarity: A Case Study of the Taiwan PDA Industry
Journal
Industrial Marketing Management
Journal Volume
34
Journal Issue
5
Pages
447-461
Date Issued
2005
Author(s)
Hu, Tung-Lai
Abstract
The management of channel relations has a significant impact on a firm's operational competitiveness; however, there is a lack of published research to better understand the linkages between channel relationships and channel power, noncoercive influence strategies, as well as channel climate and channel solidarity. This paper develops a model showing the linkages among these dimensions of channel relationships. Using linear structural relations (LISREL), a model of the Taiwanese personal digital assistant industry is developed to illustrate these interactions. The corresponding empirical test results indicate that channel climate has a significant impact on channel solidarity; however, this impact may be mitigated by both channel power and the use of noncoercive influence strategies. In addition, both mutual trust among channel members and continuity of the relationship have a positive influence on channel solidarity. Channel members with relatively more power appear able to determine the degree of channel solidarity through the use of effective noncoercive influence strategies. © 2004 Elsevier Inc. All rights reserved.
SDGs
Type
journal article