Perceptions of Interfirm Power and its use within a Franchise Channel of Distribution

Abstract

Data from a field study of the automobile distribution channel are used to examine how dealers’ perceptions of their manufacturers’ power are related to the latter's use of coercive and noncoercive influence strategies. Dealers’ reports about their manufacturers’ reliance on the various influence strategies also are related to dealers’ attitudes toward their manufacturers and the dealers’ own use of selected influence strategies.