Exercises of power in marketing channel dyads: Power advantage versus power disadvantage

Guijun Zhuang; Neil C. Herndon; Nan Zhou

doi:10.1080/09593960500453344

Exercises of power in marketing channel dyads: Power advantage versus power disadvantage

Guijun Zhuang
, Neil C. Herndon
, Nan Zhou

Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review

17 Citations (Scopus)

Abstract

Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of non-coercive power regardless of their relative position in channel dyads; their uses of coercive power are sensitive negatively to their own power in the condition that they are in power advantage, and sensitive negatively to the target members' power in the condition that they are in power disadvantage. It also finds that the predictions of deterrence theory are partially supported in both the case of power advantage and power disadvantage, while no evidence supports the predictions of conflict spiral theory in either case. One contribution of this study is that the research method and research findings provide a possible explanation for the inconsistent or contradictory empirical findings on the relationship between power and exercises of power. © 2006, Taylor & Francis Group, LLC.

Original language	English
Pages (from-to)	1-22
Journal	International Review of Retail, Distribution and Consumer Research
Volume	16
Issue number	1
DOIs	https://doi.org/10.1080/09593960500453344
Publication status	Published - Feb 2006
Externally published	Yes

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Publication details (e.g. title, author(s), publication statuses and dates) are captured on an “AS IS” and “AS AVAILABLE” basis at the time of record harvesting from the data source. Suggestions for further amendments or supplementary information can be sent to [email protected].

Research Keywords

Channel power
department store
People's Republic of China
power advantage
power disadvantage
retail management

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title = "Exercises of power in marketing channel dyads: Power advantage versus power disadvantage",

abstract = "Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of non-coercive power regardless of their relative position in channel dyads; their uses of coercive power are sensitive negatively to their own power in the condition that they are in power advantage, and sensitive negatively to the target members' power in the condition that they are in power disadvantage. It also finds that the predictions of deterrence theory are partially supported in both the case of power advantage and power disadvantage, while no evidence supports the predictions of conflict spiral theory in either case. One contribution of this study is that the research method and research findings provide a possible explanation for the inconsistent or contradictory empirical findings on the relationship between power and exercises of power. {\textcopyright} 2006, Taylor \& Francis Group, LLC.",

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author = "Guijun Zhuang and Herndon, \{Neil C.\} and Nan Zhou",

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TY - JOUR

T1 - Exercises of power in marketing channel dyads

T2 - Power advantage versus power disadvantage

AU - Zhuang, Guijun

AU - Herndon, Neil C.

AU - Zhou, Nan

N1 - Publication details (e.g. title, author(s), publication statuses and dates) are captured on an “AS IS” and “AS AVAILABLE” basis at the time of record harvesting from the data source. Suggestions for further amendments or supplementary information can be sent to [email protected].

PY - 2006/2

Y1 - 2006/2

N2 - Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of non-coercive power regardless of their relative position in channel dyads; their uses of coercive power are sensitive negatively to their own power in the condition that they are in power advantage, and sensitive negatively to the target members' power in the condition that they are in power disadvantage. It also finds that the predictions of deterrence theory are partially supported in both the case of power advantage and power disadvantage, while no evidence supports the predictions of conflict spiral theory in either case. One contribution of this study is that the research method and research findings provide a possible explanation for the inconsistent or contradictory empirical findings on the relationship between power and exercises of power. © 2006, Taylor & Francis Group, LLC.

AB - Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of non-coercive power regardless of their relative position in channel dyads; their uses of coercive power are sensitive negatively to their own power in the condition that they are in power advantage, and sensitive negatively to the target members' power in the condition that they are in power disadvantage. It also finds that the predictions of deterrence theory are partially supported in both the case of power advantage and power disadvantage, while no evidence supports the predictions of conflict spiral theory in either case. One contribution of this study is that the research method and research findings provide a possible explanation for the inconsistent or contradictory empirical findings on the relationship between power and exercises of power. © 2006, Taylor & Francis Group, LLC.

KW - Channel power

KW - department store

KW - People's Republic of China

KW - power advantage

KW - power disadvantage

KW - retail management

UR - https://www.scopus.com/pages/publications/61549126098

UR - https://www.scopus.com/pages/publications/61549126098#tab=impact

U2 - 10.1080/09593960500453344

DO - 10.1080/09593960500453344

M3 - RGC 21 - Publication in refereed journal

SN - 0959-3969

VL - 16

SP - 1

EP - 22

JO - International Review of Retail, Distribution and Consumer Research

JF - International Review of Retail, Distribution and Consumer Research

IS - 1

ER -

Exercises of power in marketing channel dyads: Power advantage versus power disadvantage

Abstract

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Research Keywords

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