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Abstract

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.