Abstract
This study investigates the satisfaction-sources of power model of channel member behavior within an industrial channel of distribution. Specifically, the study sought to explain the controversy and inconsistencies found in previous empirical tests of the satisfaction-sources of power model. The results support previous findings that channel member satisfaction is directly related to noncoercive sources of power, and inversely related to coercive sources of power. For the first time franchisors are told what sources of power to manage to increase franchisee satisfaction. And finally, no support was found for French and Raven's classificational scheme for sources of power.
Similar content being viewed by others
References
Brown, James R. and Glenn T. Stoops, 1982, “Sources of Marketing Channel Power: Differences Across Channel Types,” inMarketing Channels: Domestic and International Perspectives, Michael G. Harvey and Robert F. Lusch, eds., Norman, OK: University of Oklahoma, 59–66.
El-Ansary, Adel I., 1979, “Perspectives on Channel System Performance,” inContemporary Issues in Marketing Channels, Robert F. Lusch and Paul H. Zinszer, eds., Distribution Research Program at the University of Oklahoma, Norman, Oklahoma; 52.
El-Ansary, Adel I., and Louis W. Stern, 1972, “Power Measurement in the Distribution Channel,”Journal of Marketing Research, 9 (February), 537–39.
Churchill, Gilbert A., Jr., 1979, “A Paradigm for Developing Better Measures of Market Constructs,”Journal of Marketing Research, 16 (February), 64–73.
Etgar, Michael, 1976, “Channel Domination and Countervailing Power in Distributive Channels,”Journal of Marketing Research, 13 (August), 254–262.
—, 1977, “Channel Environment and Channel Leadership,”Journal of Marketing Research, 14 (February), 69–76.
—, 1978 a, “Selection of an Effective Channel Control Mix,”Journal of Marketing, 42 (July), 53–7.
—, 1978 b, “Differences in the Use of Manufacturer Power in Conventional and Contractual Channels,”Journal of Retailing, 54 (Winter), 49–62.
—, 1979, “Sources and Types of Intrachannel Conflict,”Journal of Retailing, 55 (Spring), 61–78.
French, John R.P. and Bertram Raven, 1959, “The, Bases of Social Power,”Studies in Social Power, Darwin Cartwright, ed., Ann Arbor: University of Michigan Press, 150–167.
Hunt, Shelby D. and John R. Nevin, 1974. “Power in a Channel of Distribution: Sources and Consequences,”Journal of Marketing Research, 11 (May), 186–193.
—, 1975, “Typing Agreements in Franchising,”Journal of Marketing, 39 (July), 20–26.
Jacoby, Jacob, 1978, “Consumer Research: A State of the Art Review,”Journal of Marketing Research, 42 (April), 93.
Lusch, Robert F., 1976 a, “Channel Conflict: Its Impact On Retailer Operating Performance,”Journal of Retailing, 52 (Summer), 3–12.
—, 1976b, “Sources of Power: Their Impact on Intrachannel Conflict,”Journal of Marketing Research, 13 (November), 382–390.
—, 1977, “Franchisee Satisfaction: Causes and Consequences,”International Journal of Physics Distribution, 7, 128–140.
Michie, Donald A. and Stanley D. Sibley, 1979, “Channel Conflict, Competiton, and Co-operation: Theory and Management,” inContemporary Issues in Marketing Channels, Robert F. Lusch and Paul H. Zinszer eds., Norman, OK: University of Oklahoma, 65–75.
Nunnally, Jim, 1972,Psychometric Method, McGraw-Hill, New York.
Raven, Bertram H., 1965, “Social Influence and Power” inCurrent Studies in Social Psychology, Ivan D. Steiner and Martin Fishbein eds., New York: Holt, Rinehart and Winston, 371–82.
Robicheaux, Robert A. and Adel I. El-Ansary, 1975–7 “A General Model for Understanding Channel Member Behavior,”Journal of Retailing, 52 (Winter), 13–30.
Rosenberg, Larry J. and Louis W. Stern, 1971, “Conflict Measurement in the Distribution Channel,“Journal of Marketing Research, 8 (November), 437–442.
Schwab, Donald P. and Larry C. Cummings, 1970, “Theories of Performance and Satisfaction: A Review,”Industrial Relations, 9 (October) 402–430.
Sibley, Stanley D. and Donald A. Michie, 1981, “Distribution Performance and Power Sources,”Industrial Marketing Management, 10, 59–65.
—, 1983, “An Exploratory Investigation of Cooperation in a Franchise Channel of Distribution,”Journal of Retailing, 58, (Winter, 23–45.
Stern, Louis W. and Adel I. El-Ansary, 1982,Marketing Channels, Prentice Hall, New York.
Wilkinson, Ian A., 1973, “Power and Influence Structures in Distribution Channels,”European Journal of Marketing (Summer), 119–129.
—, 1974. “Researching the Distribution Channels for Consumer and Industrial Goods: The Power Dimensions,”Journal of Market Research Society, 16 (January), 12–32.
—, 1979, “Power and Satisfaction in Channels of Distribution,”Journal of Retailing, 55 (Summer), 79–94.
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
Michie, D.A., Sibley, S.D. Channel member satisfaction: Controversy resolved. JAMS 13, 188–205 (1985). https://doi.org/10.1007/BF02729714
Issue Date:
DOI: https://doi.org/10.1007/BF02729714