THE EXERCISE OF INTERFIRM POWER AND ITS REPERCUSSIONS IN UNITED-STATES-JAPANESE CHANNEL RELATIONSHIPS

The study investigates how Japanese distributors of U.S. manufactured consumer products perceive the exercise of power sources by both themselves and their U.S. suppliers in the across-culture distribution channel. The mediated and nonmediated bases of power found in domestic relationships were not replicated in Japanese distributors' perceptions. Results indicate a factor structure based on nurturing and authoritative bases of power. The Japanese also react to the exercise of power sources in a slightly different manner than Western channel participants.