Power usage in the channel: Perceptions by personnel level within the organization

Academic Article


  • The methods of power that are used in a channel relationship have various impacts on indiviudals and institutions within the channel. This paper constrasts the perceptions of the relative source and use of those methods by presidents and sales managers within in the brewing industry. © 1992 by The Haworth Press, Inc. All rights reserved.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • Richardson LD; Powers TL
  • Start Page

  • 31
  • End Page

  • 50
  • Volume

  • 1
  • Issue

  • 4