• The concept of power is considered central in understanding the means by which one channel member can change or modify the behavior of another member within its channel of distribution [1,3,5,7,8, 11,14,17,18,19,21]. The recent article by El-Ansary and Stern is the only published effort to measure empirically power in a channel of distribution [5]. El-Ansary and Stern tested the hypothesis that the power of any given channel member is a function of the sources of power available to him at any given time. In testing this hypothesis, no significant relationship was found between power and the sources of power. El-Ansary and Stern attributed this finding to the fact that a well-defined power structure did not exist in the specific channel of distribution they studied. This article will empirically assess the relationship between power and the sources of power in a channel of distribution that has a well-defined power source: the franchisor-franchisee channel. In addition, the consequences of franchisors utilizing coercive versus noncoercive sources of power are examined. ()
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  • 2016-06-24 ()
  • 10.2307/3150557 ()
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  • Power in a Channel of Distribution: Sources and Consequences ()
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