firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members.Influence can take four forms,one of which is

Question

Quizplus · Accepted Answer

The ability to influence the behavior of other channel members is based on various factors, such as stakeholder position, familial ties, longevity in the industry, geographic proximity, and expertise. Among these, expertise stands out as the most relevant factor because it reflects the knowledge, skills, and resources that a firm possesses in a particular area. By demonstrating its expertise, a firm can gain the trust, respect, and cooperation of other channel members and thus become a channel captain.

Firm Becomes a Channel Captain Because It Is the Channel