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Please use this identifier to cite or link to this item: http://hdl.handle.net/123456789/100

Title: Exploring the role of expert power in channel management: An empirical study
Authors: Sahadev, Sunil
Keywords: Channel management
Channel relationships
Channel cooperation
Channel communication
Issue Date: 2005
Publisher: Elsevier, Industrial Marketing Management
Abstract: Expert power is recognized as a non-coercive source of power, which can be effectively employed in the context of channel management. The paper attempts of look at the impact of expert power on certain channel relationship variables. The behavioral variables considered in the study are the use of behavior-based coordination strategy, use of problem-solving approach for conflict resolution, collaborative communication, cooperation and trust. An empirical study conducted among the computer hardware dealers in India supports the hypothesized linkages between expert power and other relationship variables.
Description: Industrial Marketing Management 34 (2005) 487– 494. Available online on www.sciencedirect.com
URI: http://hdl.handle.net/123456789/100
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