Power, conflict, and satisfaction in IJV supplier - Chinese distributor channels

The study, which was conducted in China, investigates the Chinese distributors' perceptions of the classification of international joint venture (IJV) supplier's use of power sources. We also investigate the relations between power, conflict and satisfaction with channel relationships from the Chinese distributors' perspective. The results indicate that they perceive a dichotomy of coercive and noncoercive forms of power. The primary construct linkages studied here are supported and are found to be similar to those in Western channels, although the strengths of the relations are quite different. (C) 2001 Elsevier Science Inc. All rights reserved.