Abstract

This study aims to compare the interfirm influence strategies of distribution channels of truck manufacturers in Iran and India. Paired t-test and Computing Pearson Correlation Coefficients used to analyze the collected data from the dealers of truck manufacturers, of Iran and  India. Manufacturers in both countries use indirect influence strategies more frequently than direct influence strategies toward their dealers. Recommendations are used more often than information exchange in India, but in Iran both are used almost equivalently. When direct influence strategies are applied by manufacturers, promises are used most often and threats are used least for both countries. When foreign firms especially western firms enter a market of an Asian country like India, they should be careful that the same influence strategies can not be applied in another Asian country like Iran. This the first empirical study to compare the interfirm influence strategies of truck manufacturers in Iran and India.  

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