Behavioral Relations in Across-Culture Distribution Systems: Influence, Control and Conflict in U.S. Japanese Marketing Channels

Jean L. Johnson; Tomoaki Sakano; Naoto Onzo

doi:10.1057/palgrave.jibs.8490345

Behavioral Relations in Across-Culture Distribution Systems: Influence, Control and Conflict in U.S. Japanese Marketing Channels

Jean L. Johnson, Tomoaki Sakano, Naoto Onzo

School of Commerce

Research output: Contribution to journal › Article › peer-review

62 Citations (Scopus)

Abstract

A mail survey of Japanese distributors of U.S. products provided data for an examination of how perceptions of influence affect control and conflict in the relationship. Results indicated that aggressive influence evoked resistance and conflict, while more subtle influence strategies appeared to reduce conflict. Results suggested that influence, as practiced in western channels, may not be effective in relationship such as these.

Original language	English
Pages (from-to)	639-655
Number of pages	17
Journal	Journal of International Business Studies
Volume	21
Issue number	4
DOIs	https://doi.org/10.1057/palgrave.jibs.8490345
Publication status	Published - 1990 Dec 1

ASJC Scopus subject areas

Business and International Management
Business, Management and Accounting(all)
Economics and Econometrics
Strategy and Management
Management of Technology and Innovation

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10.1057/palgrave.jibs.8490345

Cite this

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Behavioral Relations in Across-Culture Distribution Systems: Influence, Control and Conflict in U.S. Japanese Marketing Channels

Abstract

ASJC Scopus subject areas

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