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

Jean L. Johnson, Tomoaki Sakano, Naoto Onzo

研究成果: Article査読

59 被引用数 (Scopus)

抄録

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.

本文言語English
ページ(範囲)639-655
ページ数17
ジャーナルJournal of International Business Studies
21
4
DOI
出版ステータスPublished - 1990 12月 1

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • ビジネス、管理および会計(全般)
  • 経済学、計量経済学
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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