The Measurement of Influence Strategies in Distribution Channels

Abstract

Abstract This paper reports the results of two studies undertaken to develop multiple item measures of sixteen influence strategies identified by Frazier and Sheth (1985). Two studies were conducted to assess the reliability and validity of the scales. The first study involved industrial purchasing managers from the Purchasing Management Association of the Carolinas-Virginia. The second study involved retail buyers. Overall, the measures demonstrated reasonable construct validity. The measures have adequate reliability and unidimensionality as well as strong content and convergent validity. Finally, the measures demonstrate acceptable nomological validity.