The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains

@inproceedings{Hausman2010TheIO,
  title={The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains},
  author={Angela Hausman and Wesley J. Johnston},
  year={2010}
}
Abstract A major premise in managing channel relationships is encouraging cooperation to achieve the aims of the relational partners. This often requires a balancing act between utilization of influence across the supply chain to motivate decisions, while employing tactics that do not damage the future of the relationship. This paper builds and tests a model of how influence strategies affect relational elements, specifically trust and commitment, which both promote strong inter-firm… CONTINUE READING

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