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This study developed a conceptual and methodological framework to measure interfirm power and conflict in marketing channels using the concepts offered in Interdependence Theory (Kelley and Thibaut 1978). The automobile distribution channel was used as the research setting in order to facilitate comparability with earlier studies and to evaluate the validity of interdependence theory against the existing measurement approaches and conceptual models on power, conflict, and the relationship between these two constructs.

Interdependence Theory is a general theory of social relationships. It conceptualizes power in terms of outcome control and suggests that each member''s power over each other can be measured by analyzing the outcomes of each member under all possible combinations of behaviors that each member may enact. By the use of an outcome matrix, the theory identifies each member''s …