Answers are grounded in this paper and cite their sources.
The author reports a field study of dyadic channel relationships in India. Among the findings is that a manufacturer's perceived power is related positively to the frequency of use of relatively high pressure influence strategies by its field representatives. The need to conduct studies across several industries and countries is underscored by the study findings.
No takes yet. Share an insight, caveat, or question.
Sudhir H. Kalé (1986) studied this question.
Synapse has enriched 10 related papers. Consider them for comparative context: