The nature of power in a marketing channel

Robert F. Lusch, Robert H. Ross

Research output: Contribution to journalArticlepeer-review

18 Scopus citations


This paper empirically assesses the extent to which power in a marketing channel dyad is issue-specific or pervasive. Additionally, the paper investigates the extent to which specific power sources effect single or multiple areas of power. The dyad studied is the wholesaler-food broker interface in the marketing channel for grocery products. Results indicate that power is limited in scope, being more issue-specific than pervasive. Additionally, some specific sources of power were found to create power in multiple areas, while others created power in but one area.

Original languageEnglish (US)
Pages (from-to)39-56
Number of pages18
JournalJournal of the Academy of Marketing Science
Issue number3
StatePublished - Jun 1985
Externally publishedYes

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing


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