TY - JOUR
T1 - The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel
AU - Zhuang, Guijun
AU - Xi, Youmin
AU - El-Ansary, Adel
N1 - Funding Information:
Address correspondence to Guijun Zhuang, Professor, The School of Management, Xi’an Jiaotong University, Xi’an, People’s Republic of China 710049. E-mail: zhgj@mail.xjtu.edu.cn The authors wish to acknowledge the financial support from an NSF Program (No. 70318001 and No. 70121001) from the National Natural Science Foundation of China.
PY - 2008
Y1 - 2008
N2 - Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.
AB - Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.
KW - Conflict
KW - Guanxi
KW - Marketing channel
KW - Power
KW - Relationship marketing
UR - http://www.scopus.com/inward/record.url?scp=67650888643&partnerID=8YFLogxK
U2 - 10.1080/10466690802014104
DO - 10.1080/10466690802014104
M3 - Article
AN - SCOPUS:67650888643
SN - 1046-669X
VL - 15
SP - 185
EP - 210
JO - Journal of Marketing Channels
JF - Journal of Marketing Channels
IS - 2-3
ER -