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Channel Power, Conflict and Cooperation 2
Channel Power, Conflict and Cooperation 2
Channel Power, Conflict and Cooperation 2
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If B is dependent on A,
then A has a high level of
power over B.
Channel power forms:
• Coercive power.
• Noncoercive power.
Coercive Power:
• Reward power.
• Referent power.
• Expertise power.
• Persuasion power.
• Legitimate power; and
• Information power.
Reward power:
Information is power.
Examples access to scanner
data in the retail sector has
empowered retailers.
Methods of manufacturer dominance: