earticle

영어

The influence strategy is one of the way to exert leverage. Researches about influence strategy show conflicting results due to complexity in exerting leverage. Conflicting of research result indicates that exerting of identical influence strategy could result in opposite way. Since unusual circumstances of distributing system have crucial influence on a function and nature of exchanging relation. Therefore, results of investigation on the influence strategy could diverge according to conditions even when strategies are identical. However, few researches were done on comparing influence strategy of members of marketing channel with diverse cultural strategy, so comparing manufacturer and distributor of Korea, U.S, Japan is important in understanding relationship between members of marketing channel. Most of existing studies in the influence strategies of manufacturing firms have focused on single marketing channel, so it is unreasonable to uniformly apply their findings to respective countries. Therefore, this study sought to demonstrate effectiveness in Korean, American and Japanese manufacturinf firms: This study is consistent with a latest trend of academic investigations into influence strategies and it is also of practical consequence in that it shows a guideline on which of influence strategies should be adopted and exerted by boundary person of organizational divisions related to influence strategy in Korea, United States and Japan.