Nermin Eyuboglu is Assistant Professor of Marketing, Baruch College, The City University of New York. Osman Atac is Associate Professor of Marketing, University of Massachusetts, Boston.
Informational power: A means for increased control in channels of distribution
Article first published online: 8 SEP 2006
Copyright © 1991 Wiley Periodicals, Inc., A Wiley Company
Psychology & Marketing
Volume 8, Issue 3, pages 197–213, Autumn (Fall) 1991
How to Cite
Eyuboglu, N. and Atac, O. A. (1991), Informational power: A means for increased control in channels of distribution. Psychol. Mark., 8: 197–213. doi: 10.1002/mar.4220080305
- Issue published online: 8 SEP 2006
- Article first published online: 8 SEP 2006
Informational power has received little empirical treatment in the distribution literature, possibly because the conceptual work on the topic is disjointed. This article clarifies the concept of informational power and differentiates it from others with which it is often confused. Channel member control through informational power is explained and its possible effects on a distribution relationship are discussed, Hypothesized links between informational power, control, cooperation, and satisfaction are tested in a lab study. The findings indicate that a channel member's control over another's strategy increases with its informational power source.