...Hae‐Ching Chang; Chi‐Huang Lin Purpose The purpose of this paper is to provide a guidance for boundary personnel regarding how to use influence strategies to increase channel satisfaction across relationship development process. Design/methodology/approach This paper investigates the use...

... perspective. Over time, these outlines evolved into a series of adaptive strategies that combined to offer top management in Japanese kaisha a central position with respect to power and influence in the workflow of the organization (Okumura, 1982). Labeling this management position as 1 A condensed version...