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Journal articles (2005), Journal of Marketing, 69 (July), pp. 66-79

Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance

Payan Janice, McFarland Richard

PAYAN, J. and MCFARLAND, R. (2005). Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance. Journal of Marketing, 69(July), pp. 66-79.