Power and Compliance: An Investigation in a Channel Behavior Setting

Abstract

In a channel of distribution, a successful influence attempt results in the target complying with the wishes of the source. This article investigates the relationship between the target’s perception of the sources’s power bases, the target’s desire for autonomy, and the importance the target places on the decision variable that is being influenced, and the target’s probability of complying when the source uses a request influence strategy. More specifically, this article presents the results of an ploratory model of compliance in a manufacturer/ manufacturer’s representative channel of distribution.