A Comparative Study of Interfirm Influence Strategies of Truck Manufacturers in Iran and India.

Abstract

This study aims to compare the interfirm influence strategies of distribution channels of truck manufacturers in Iran and India. Paired t-test and Computing Pearson Correlation Coefficients used to analyze the collected data from the dealers of truck manufacturers, of Iran and India. Manufacturers in both countries use indirect influence strategies more frequently than direct influence strategies toward their dealers. Recommendations are used more often than information exchange in India, but in Iran both are used almost equivalently. When direct influence strategies are applied by manufacturers, promises are used most often and threats are used least for both countries. When foreign firms especially western firms enter a market of an Asian country like India, they should be careful that the same influence strategies can not be applied in another Asian country like Iran. This is the first empirical study to compare the interfirm influence strategies of truck manufacturers in Iran and India. [ABSTRACT FROM AUTHOR] Copyright of International Journal of Business & Management is the property of Canadian Center of Science & Education and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)