Behavioral Relations in Across-Culture Distribution Systems: Influence, Control and Conflict in U.S. Japanese Marketing Channels

Jean L. Johnson, Tomoaki Sakano, Naoto Onzo

Research output: Contribution to journalArticlepeer-review

60 Citations (Scopus)

Abstract

A mail survey of Japanese distributors of U.S. products provided data for an examination of how perceptions of influence affect control and conflict in the relationship. Results indicated that aggressive influence evoked resistance and conflict, while more subtle influence strategies appeared to reduce conflict. Results suggested that influence, as practiced in western channels, may not be effective in relationship such as these.

Original languageEnglish
Pages (from-to)639-655
Number of pages17
JournalJournal of International Business Studies
Volume21
Issue number4
DOIs
Publication statusPublished - 1990 Dec 1

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Economics and Econometrics
  • Strategy and Management
  • Management of Technology and Innovation

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