Power and influence structures in distribution channels

Abstract

Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in channel systems. Looks at the relationship between the power and influence structure of a channel and channel functioning. Considers the need for a channel leader or centre of influence. Suggests that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.

Citation

Wilkinson, I.F. (1973), "Power and influence structures in distribution channels", European Journal of Marketing, Vol. 7 No. 2, pp. 119-129. https://doi.org/10.1108/EUM0000000005107