Channel member satisfaction: Controversy resolved
Donald A. Michie, Stanley D. Sibley
Journal of the Academy of Marketing Science · 1985 · Volume 13 · Issue 1
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.
Keywords
Nevin, Coercive Power, Channel Member, Market Channel, Single Statement Measure
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