... the influence of trust among actors in the context of innovation ecosystems. Design/methodology/approach This study developed a conceptual framework and a set of propositions. We raised a discussion based on the intertwining of three widely known dimensions of trust (ability, benevolence and integrity...

...Wendy L. Tate; Lisa M. Ellram; Ulrich Schmelzle For the business practitioner, this research provides evidence regarding how individual functions can gain influence in the organization. A conceptual model describes the meaningful involvement of purchasing in complex business-to-business...

...Adam Lindgreen; Balázs Révész; Mark Glynn; Adam Lindgreen; Michael Antioco; Roger Palmer; Tim van Heesch Purpose During the industrial purchasing process of high‐tech, innovative products, various decision‐influencers within buying companies evaluate the attractiveness of the manufacturer's market...

...Paul Matthyssens; Aberdeen Leila Borders Purpose This paper seeks to describe supplier coordination of sales and marketing activities to manage customer relationships. Design/methodology/approach Six propositions are suggested that examine the drivers dictating how customers initiate influence...

...Chris Ellegaard Purpose Aims to demonstrate that the task of influencing suppliers cannot be handled through the application of generic, one‐size‐fits‐all influence approaches with optimum outcomes and, further, to introduce analytical models and practices that can assist purchasers...

... to be imposed on the influencee. Selection of a particular influence strategy depends on several factors, such as: the possibility that the chosen strategy will produce long‐lasting results; the severity of the strategy's costs; the desire to maintain influence over the other party; the level of trust...

...Prem Shamdasani; Hean Tat Keh; Kenny Ter‐Sin Chan In contrast to many studies that were conducted in a Western context, this study seeks to extend the understanding and empirical findings on power, dependence, and interfirm influence strategies by examining these issues within a channel...

..., the manufacturer’s salesperson has as much, if not more, influence on the distributor. Also examines the possible effects of a manufacturer salesperson’s specific power bases on the distributor’s perception of salesperson power and on distributor satisfaction. Some researchers argue that a high level of channel...