Distinguishing between manufacturer power and manufacturer salesperson power

Abstract

Distinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial distributor. Finds support for the belief that, compared with the manufacturer, the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction.

Citation

Zemanek, J.E. and Pride, W.M. (1996), "Distinguishing between manufacturer power and manufacturer salesperson power", Journal of Business & Industrial Marketing, Vol. 11 No. 2, pp. 20-36. https://doi.org/10.1108/08858629610117143