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Articles (2005), Journal of Marketing Channels, 13 (1), pp. 3-20

The Effects of Influence Strategies and Dependence on Satisfaction

Payan Janice M., MCFARLAND Richard

This study examines the use of influence strategies and dependence on trust and satisfaction in marketing channels relationships. In contrast to conventional wisdom, the authors demonstrate that trust fully mediates the relationship between influence strategies and satisfaction and between dependence and satisfaction. Additionally, they show that dependence has a direct, positive effect on trust. Implications and directions for future research are discussed.

PAYAN, J.M. and MCFARLAND, R. (2005). The Effects of Influence Strategies and Dependence on Satisfaction. Journal of Marketing Channels, 13(1), pp. 3-20.

Mots clés : #Channel-relationships, #trust, #influence-strategies, #dependency, #satisfaction