Kumar, Sushant; Jebarajakirthy, Charles; Das, Manish - In: Journal of Business & Industrial Marketing 37 (2021) 9, pp. 1802-1817
Purpose: Building on encapsulated interest account and motivated cognition account, this study aims to investigate how channel members extend trust in a channel leader when the channel leader applies various non-coercive power sources (e.g. referent, expert, legitimate and reward power)....