The authors develop a theoretical framework to explain conflict in supplier-retailer relationships. In addition to traditional influence strategy variables, the framework links conflict to retailer dependence and supplier formalization. The framework is empirically tested in the Cameroonian brewery industry. The findings support the view that channel conflict is inversely related to retailer dependence and supplier formalization. Contrary to expectations, the use of noncoercive influence strategies (information exchange and recommendations) has no significant effect on conflict, while, as expected, the use of coercive influence strategies (threats and promises) increases conflict.
|Number of pages||10|
|Journal||Journal of African Business|
|Publication status||Published - May 2014|
- channel conflict
- influence strategies