Power and influence structures in distribution channels
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TL;DR
It is suggested that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.
Abstract
Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in channel systems. Looks at the relationship between the power and influence structure of a channel and channel functioning. Considers the need for a channel leader or centre of influence. Suggests that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.