Interfirm Influence Strategies and Their Application within Distribution Channels

This article focuses on the use of influence strategies by boundary personnel within distribution channel relationships. Alternative strategies are discussed in terms of their operational characteristics and apparent benefits and costs. Results from a field study are used in assessing: (1) the relative and absolute frequencies of employment of these influence strategies by boundary personnel; (2) how these strategies are interrelated with respect to their frequency of use; and (3) the relationship between the boundary person's reliance on each strategy and interfirm agreement.