期刊文献+

基于渠道权力的分销商行为影响策略选择 被引量:3

下载PDF
导出
摘要 供应商在改变分销商行为时,都应该准确把握自身对分销商的渠道权力大小以及分销商对自己的依赖程度,以此选择最有效的影响策略。否则,不合适的影响策略选择不仅不能达到改变分销商行为的预期目的,而且还会对渠道关系产生破坏作用。
出处 《现代管理科学》 2005年第8期8-10,共3页 Modern Management Science
  • 相关文献

参考文献3

  • 1EL-Ansary,Louis and Stern. Power measurement in the distribution channel. Journal of marketing research, 1972.
  • 2Frazier,Gill and Kale. Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of marketing, 1989.
  • 3张闯,夏春玉.渠道权力:依赖、结构与策略[J].经济管理,2005,31(2):64-70. 被引量:23

二级参考文献12

  • 1Stem L.W. E1一Ansary A.I. Coughlan A.T.《市场营销渠道》(第5版)[M].清华大学出版社,1996年版..
  • 2伯特·罗森布罗姆.《营销渠道管理》(第6版)[M].机械工业出版社,2003年版..
  • 3Stem,L. W., Reve, T. 1980, Distribution Channels as Political Economics: A Framework for Comparative Analysis,Journal of Marketing, 44(summer): 52-64.
  • 4Bowersox, D. J., Cooper, M.B. 1992, Strategic Marketing Channel Management, McGraw-Hill.
  • 5Butaney, G., Wortzel, L. H. 1988, Distributor Power Versus Manufacturer Power: The Customer Role, Journal of Marketing, 52(January): 52 - 63.
  • 6Coughlan,A.T.,Anderson,E.,Stem,L.W.,El-Ansary,A.I. , Marketing Channels,6th ed.,清华大学出版社,2001年影印版.
  • 7Gaski, J.F., Nevin, J.R. 1985, The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel, Journal of Marketing Research, 22(2): 130-142.
  • 8Hibbard, J.D., Kumar, N., Stem, L. W.2001, Examining the Impact of Destructive Acts in Marketing Channel Relationships, Journal of Marketing Research, 38(February): 45 - 61.
  • 9Kim, S.K., Hsieh, Ping-Hung2003, Interdependence and Its Consequences in Distributor-Supplier Relationshps: A Distributor Perspective Through Response Surface Approach, Journal of Marketing Research,40(February): 101- 112.
  • 10Keith, J.E. ,Jackson,D.W.Jr. ,Crosby , L.A.1990, Effects of Altemative Types of Influence Strategies Under Different Charmel Dependence Structures, Journal of Marketing, 54(July): 30- 41.

同被引文献45

引证文献3

二级引证文献16

相关作者

内容加载中请稍等...

相关机构

内容加载中请稍等...

相关主题

内容加载中请稍等...

浏览历史

内容加载中请稍等...
;
使用帮助 返回顶部