Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country

1986 ◽  
Vol 23 (4) ◽  
pp. 387-393 ◽  
Author(s):  
Sudhir H. Kale
Keyword(s):  
High Pressure ◽  
Field Study ◽  
Developing Country ◽  
Influence Strategies ◽  
Channel Relationships ◽  
Frequency Of Use ◽  
Power And Influence ◽  
Perceived Power

The author reports a field study of dyadic channel relationships in India. Among the findings is that a manufacturer's perceived power is related positively to the frequency of use of relatively high pressure influence strategies by its field representatives. The need to conduct studies across several industries and countries is underscored by the study findings.

Gender and Influence Strategies of First Choice and Last Resort

1989 ◽  
Vol 13 (2) ◽  
pp. 175-189 ◽  
Author(s):  
Jacquelyn W. White ◽  
Mary Roufail
Keyword(s):  
Gender Differences ◽  
High Pressure ◽  
Strategy Use ◽  
Influence Strategies ◽  
Apparent Contradiction ◽  
Frequency Of Use ◽  
First Choice ◽  
Two Samples ◽  
Influence Behavior

The present study attempted to resolve an apparent contradiction in the literature regarding gender differences in use of various influence behaviors by examining both between-gender differences, as reflected in differences in absolute rates of using various influence strategies, and between-strategy differences, as reflected in relative rates of strategy use within each gender. Two samples of subjects reported how frequently they used a number of influence strategies as strategies of first choice and last resort. A third sample of subjects rank-ordered the strategies from most used to least used. Results across all samples revealed significant correlations between women's and men's ordering of strategies from most used to least used, with verbal request and rational strategies reported as used most often, and high pressure strategies, including threats, as used least often. Within this invariant hierarchy, gender differences in frequency of use of various strategies were observed. The discussion suggests that none of the current theories of gender differences in influence behavior can predict explicitly both between-gender and between-strategy differences.

scholarly journals End users’ purchasing task involvement, power and influence strategies in organizational buying

2019 ◽  
Vol 34 (1) ◽  
pp. 150-165 ◽  
Author(s):  
Giuseppe Pedeliento ◽  
Daniela Andreini ◽  
Mara Bergamaschi ◽  
Jari Salo
Keyword(s):  
End Users ◽  
Specific Power ◽  
Power Relationships ◽  
Influence Strategies ◽  
Content Type ◽  
Organizational Buying ◽  
Task Involvement ◽  
Organizational Purchasing ◽  
Technical Features ◽  
Power And Influence

Purpose End users are often involved in organizational buying, but very little is known about the role that they play and how they influence purchasing decisions. This study aims to explore the factors behind end users’ attempts to influence purchasing and the strategies they use. Design/methodology/approach The research draws on the concept of purchasing task involvement, which describes the feelings of personal relevance that a buying center member has for a specific organizational purchasing decision. This concept is used to gain a deeper understanding of users’ influence in organizational purchasing and link it to sources of power and the corresponding influence strategies. The study is based on 90 in-depth interviews with buyers, drivers and sellers of heavy trucks. Findings End users’ purchasing task involvement is only marginally determined by the product’s performance or technical features. Purchasing task involvement leads to influence when there are specific power relationships between the buyer and the user and under specific circumstances. Originality/value This is the first study that links end users’ purchasing task involvement, power and influence strategies in organizational buying.

Power and Influence During Advertiser – Agency Creative Briefing & Response: Getting to ‘Yes!’

2004 ◽  
Vol 10 (2) ◽  
pp. 14-25
Author(s):  
Railton Hill
Keyword(s):  
Longitudinal Study ◽  
Creative Work ◽  
Exploratory Research ◽  
Influence Strategies ◽  
Response Process ◽  
Depth Interviews ◽  
Range Of Influence ◽  
Power And Influence

ABSTRACTExploratory research into the expectations of advertising managers concerning agency creative work was undertaken as the first stage of a grounded longitudinal study. A series of depth interviews revealed how major advertisers attempt to obtain desired creative work through an extensive agency briefing and response process. ‘Power and influence’ during this process emerged as a key issue for these managers. Analysis of depth interviews with managers with direct responsibility for the commissioning of creative work for major advertisers suggested a range of influence strategies were used in their pursuit of the desired work. Such strategies seemed to follow a pattern of rapid escalation similar to a pattern observed in the management of urgent change.

Power and Influence During Advertiser – Agency Creative Briefing & Response: Getting to ‘Yes!’

2004 ◽  
Vol 10 (2) ◽  
pp. 14-25
Author(s):  
Railton Hill
Keyword(s):  
Longitudinal Study ◽  
Creative Work ◽  
Exploratory Research ◽  
Influence Strategies ◽  
Response Process ◽  
Depth Interviews ◽  
Range Of Influence ◽  
Power And Influence

ABSTRACTExploratory research into the expectations of advertising managers concerning agency creative work was undertaken as the first stage of a grounded longitudinal study. A series of depth interviews revealed how major advertisers attempt to obtain desired creative work through an extensive agency briefing and response process. ‘Power and influence’ during this process emerged as a key issue for these managers. Analysis of depth interviews with managers with direct responsibility for the commissioning of creative work for major advertisers suggested a range of influence strategies were used in their pursuit of the desired work. Such strategies seemed to follow a pattern of rapid escalation similar to a pattern observed in the management of urgent change.

The Use of Power and Influence in a Gendered World

1992 ◽  
Vol 16 (4) ◽  
pp. 439-447 ◽  
Author(s):  
Lynda M. Sagrestano
Keyword(s):  
Empirical Research ◽  
Interpersonal Relationships ◽  
Influence Strategies ◽  
Influence Strategy ◽  
Several Variables ◽  
Power Strategies ◽  
Gender Power ◽  
Relationship Of ◽  
The Relationship ◽  
Power And Influence

A review is presented of empirical research on the effects of gender and power on the use of influence strategies in interpersonal relationships. Several variables are considered, including gender, power, status, relationship of agent to target, and the goal of the influence attempt. Although gender appears to account for some of the findings, power and status are more critical variables in choice of power strategies. Because gender is inextricably linked to power and status, the relationship of gender to influence strategy usage can only be understood in terms of its relationship to power and status.

scholarly journals Brand Loyalty In The Cosmetics Industry: A Field Study On Turkish Womens Brand Loyalty Among Cosmetics Products

2011 ◽  
Vol 3 (5) ◽  
Author(s):  
Elif Akagun Ergin ◽  
Handan Ozdemir ◽  
Nurettin Parilti
Keyword(s):  
Field Study ◽  
Developing Country ◽  
Brand Loyalty ◽  
Global Market ◽  
Marketing Strategies ◽  
Skin Care ◽  
Turkish Women ◽  
The World ◽  
Skin Care Products ◽  
A Share

Cosmetics industry has a share of 135 billion dollars in the global market. The biggest multinational cosmetics companies in the world such as Avon, Procter and Gamble, Estee Lauder, Nivea, L’oreal are very much interested in the Turkish market. Turkey is a developing country in terms of cosmetics consumption and has a great potential with a population of 70 million. This study aims to determine whether turkish women have brand loyalty among skin-care products in the cosmetics sector. It is our hope that the results of this study will help foreign and domestic cosmetics companies, already existing in or planning to enter the Turkish market, in shaping their marketing strategies.

Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country

1989 ◽  
Vol 53 (1) ◽  
pp. 50-69 ◽  
Author(s):  
Gary L. Frazier ◽  
James D. Gill ◽  
Sudhir H. Kale
Keyword(s):  
Developing Countries ◽  
Conceptual Framework ◽  
Tungsten Carbide ◽  
Developing Country ◽  
Empirical Studies ◽  
Distribution Channel ◽  
Carbide Tool ◽  
Channel Relationships ◽  
Tungsten Carbide Tool ◽  
Channel Theory

The primary purpose of this article is to expand our understanding of the dependence and reciprocal action constructs in distribution channel relationships. The authors develop a conceptual framework for channel relationships involving the exchange of industrial products within sellers' markets in developing countries. The framework is tested with data collected in the tungsten carbide tool industry in India. Results are generally supportive of the conceptual framework and illustrate the need to (1) take the channel context into account in developing channel theory and (2) perform empirical studies in a wide variety of channel settings.

Gender, Power and Influence Strategies

2013 ◽  
Author(s):  
Laura A. Begault ◽  
◽  
Joyce L. Carbonell
Keyword(s):  
Influence Strategies ◽  
Gender Power ◽  
Power And Influence
Sign in / Sign up

Export Citation Format

Share Document