caa a22 4500 469067381 CHVBK 20180323132912.0 cr unu---uuuuu 170328e19920401xx s 000 0 eng 10.1007/BF00993997 doi (NATIONALLICENCE)springer-10.1007/BF00993997 Relational roles and triangle dramas: Effects on power play and sentiments in industrial channels [Elektronische Daten] [F. Dwyer, Jule Gassenheimer] This study compares behavioral characteristics — power, influence, and satisfaction — in channels with different levels of commitment to long-term, collaborative exchange within the supply network to dealers in the office furniture industry. Supporting exchange theory and Emersonian power theory, power, influence, and satisfaction are positively associated with cooperation between traders. Furthermore, the data support expectations for how interaction processes in one dealer-supplier exchange are affected by the character of the dealer's linkages to another supplier in the network. Kluwer Academic Publishers, 1992 Exchange Relationships nationallicence Buyer-Supplier Relationships nationallicence Closeness nationallicence Networks nationallicence Dwyer F. College of Business Administration, University of Cincinnati, 45221-0145, Cincinnati, OH aut Gassenheimer Jule Department of Marketing, College of Business and Economics, University of Kentucky, 40506-0034, Lexington, KY aut Marketing Letters Kluwer Academic Publishers 3/2(1992-04-01), 187-200 0923-0645 3:2<187 1992 3 11002 https://doi.org/10.1007/BF00993997 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/BF00993997 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Dwyer F. College of Business Administration, University of Cincinnati, 45221-0145, Cincinnati, OH aut NATIONALLICENCE 700 1- Gassenheimer Jule Department of Marketing, College of Business and Economics, University of Kentucky, 40506-0034, Lexington, KY aut NATIONALLICENCE 773 0- Marketing Letters Kluwer Academic Publishers 3/2(1992-04-01), 187-200 0923-0645 3:2<187 1992 3 11002 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer