Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures
Janet E. Keith, Donald W. Jackson, Lawrence A. Crosby · Journal of Marketing · 1990
Scenarios were used in a factorial design to analyze how a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behavior. Results indicate that the broker's readiness to respond to the principal's requests was determined primarily by the broker's dependence. The broker's attitudes were affected by dependence and the principal's influence strategies.