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Journal of the Academy of Marketing Science
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On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads

Keysuk Kim

Oregon State University

Despite surging interest in relational exchange in marketing channels, the link between the interfirm power-influence process and relational exchange remains disjointed. This study intends to connect that link by highlighting (a) the moderating effects of channel climate on the interfirm power-influence process and (b) the main effect of influence strategies on a relational exchange element, solidarity of a dyad. Specifically, the author proposes that channel climate, as manifested by dyadic trust and dyadic relationship continuity, moderates (a) the link between asymmetry of interfirm power and the use of influence strategies and (b) the reciprocation of influence strategies. In turn, the use of influence strategies is posited to affect solidarity of a dyad. The results of hypotheses’ tests, based on the analysis of industrial distributor-supplier dyads, (a) partially confirm the moderating effects of dyadic trust and dyadic relationship continuity and (b) fully confirm the main effects of influence strategies on dyadic solidarity.

Journal of the Academy of Marketing Science, Vol. 28, No. 3, 388-405 (2000)
DOI: 10.1177/0092070300283007
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[Abstract] [PDF]