Power Measurement in the Distribution Channel

Power in distribution channels — Supplier assortment strategy for balancing power

“…El-Ansary and Stern, 1972;Etgar, 1976;Provan and Gassenheimer, 1994). The indicators often measure the percentage of a channel member's business that is placed with another channel member, indicating the utility (or the attractiveness) of the resources, and the difficulty of replacing a channel member, indicating the scarcity (or the availability) of the resources.…”

“…Difficulty in obtaining resources from other firms depends on market availability (El-Ansary and Stern, 1972;Etgar, 1976;Provan and Gassenheimer, 1994;Cox, 2007). In other words, the number of suppliers that can provide those resources provides a measure, or indicator, of market scarcity.…”

“…Several researchers recognize the importance of understanding the power situation in terms of the dependency between buyer and supplier in a business relationship (e.g. Emerson, 1962;El-Ansary and Stern, 1972;Pfeffer and Salancik, 1978;Campbell and Cunningham, 1983;Provan and Gassenheimer, 1994;Frazier and Antia, 1995;Hingley, 2005;Caniëls and Gelderman, 2007). They often argue that the relative power is a result of the amount of utility and scarcity of resources that the buyer and seller respectively bring to a business exchange (also cf.…”

A Study on Effect of Industry Type & Perception of Power in Distribution Channel Using Randomized Block Design

“…On the other hand researchers have also provided utmost effort to define power and develop construct for measurement of 'power' [12], [13]. Ansary & Stern [15] defined the power in terms of ability of channel leader (marketer) to control the behavioural decision making of channel partners. Lush [16] identified a high positive correlation between channel partner's perceived inter channel conflict and use of coercive power by channel leader (marketer).…”

Power and Interdependence

“…Early studies on dependence focused on the effects for the buyer of its dependence on the supplier, without taking into account the supplier's dependence (e.g., El-Ansary and Stern, 1972). More recent studies have incorporated dependence from the perspective of the buyer as well as the supplier (Buchanan, 1992;Kumar et al 1995;Geyskens et al, 1996).…”