Opportunism is recognized as a key factor that can affect the quality of relationship between buyers and sellers. However, there is a relative lack of research in the antecedents of opportunism. This paper draws upon transaction cost economics and relationship marketing paradigms to propose a conceptual framework involving six potential antecedents. Data from 270 franchisees in a Korea based franchise system is used to test the hypotheses. Results from a structural equation model show that the conflict in a relationship significantly increases franchisee opportunism. Furthermore, conflict mediates the effects of other antecedents in the framework which include alternative attractiveness, goal incongruity, unfairness, transaction-specific investments, and termination cost. The study provides theoretical and managerial insights into understanding and controlling opportunism.

https://papers.ssrn.com/sol3/Delivery.cfm/SSRN_ID2552335_code109254.pdf?abstractid=2505538&mirid=1&type=2

Opportunism in Buyer-Seller Relationships: Some Unexplored Antecedents

Achieving a just–in–time supply chain: The role of supply chain intelligence

In this study, we evaluate how individual virtues and inter-organizational management control systems (IOMCS) influence buyer–supplier performance through relationship quality. Results from a sample of 232 firms confirm that virtues and IOMCS relate positively to relationship quality and performance, respectively. However, IOMCS lose their positive influence on relationship quality when considered along with virtues. That is, when both variables enter the regression model simultaneously, virtues win. This interesting finding has particular resonance at a time when research on ethics still needs to reinforce its positive effects on the practice of management.

The Respective Effects of Virtues and Inter-Organizational Management Control Systems on Relationship Quality and Performance: Virtues Win

PurposeThe purpose of this paper is to examine the mediating role of strategic supplier partnership and moderating role of information sharing (IS), in the relationship between lean manufacturing and firms’ financial performance (FP).Design/methodology/approachUtilizing the contingency approach, this study develops a research model to validate the proposition that a proper integration of supply chain (SC) practices enhances the financial performance of the firm. The study uses data from one hundred and fifty-seven manufacturing firms. The results are generated on structural equation modeling (SEM) using AMOS software.FindingsThe study finds that strategic supplier partnership partially mediates the relationship between lean manufacturing and FP, whereas, empirically, it could not demonstrate that IS significantly moderates the relationship between lean manufacturing and FP.Practical implicationsThe paper theoretically develops logic for and empirically shows that strategic supplier partnership is an appropriate practice for mediating the impact of lean manufacturing on FP.Originality/valueThis strategic supply chain integration contributes to theory and demonstrates that SC practices’ correct synchronization and orchestration may realize superior FP. In addition, this research provides a sustainable strategic SC model that creates value and provides a competitive advantage for firms in the long term.

Lean manufacturing and firms’ financial performance: the role of strategic supplier partnership and information sharing

Orientation: Considering the shifts in online buyer behaviour in the past few years, e-buyer satisfaction and loyalty should be at the forefront of any business strategy. Motivation for the study: Despite the confluence of transaction cost economics (TCE) and marketing, which predominantly appeared in relationship marketing and international marketing studies, there is a scarcity specifically of studies of the convergence of online retailing and TCE. Research purpose: This study therefore advances the convergence of TCE and marketing research to describe the influence of online retail transaction cost variables (specifically, uncertainty and asset specificity) on e-buyer satisfaction and loyalty. In this study, uncertainty in the TCE is linked to online price and risk reduction, whilst asset specificity refers to special offers online. Research approach/design and method: A quantitative, descriptive research design was followed, and 355 responses from e-buyers were analysed through structural equation modelling. Main findings: The key findings of the study show that reducing uncertainty is the strongest predictor of e-buyer satisfaction and loyalty. Practical/managerial implications: This implies that online retailers need to focus on developing marketing and online retail strategies that, from an economic perspective, unambiguously communicate all terms and conditions of the costs involved and provide alternative, safe payment options. Contribution/value-add: These results further imply that TEC could be refined to ensure e-buyer satisfaction on loyalty from an online retail perspective and to focus on the role and relevance of uncertainty and asset specificity.

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The influence of transaction cost variables on e-buyer satisfaction and loyalty: An e-business-to-consumer retailer context

This study aims to examine the impact of supplier relationship quality on curtailing opportunism and promoting cooperation between the exchange partners. It also investigates the contingent impact of contract specificity on the relationships and assesses performance implications of relationship quality for both buyer and its major supplier in the exchange.,Confirmatory factor analysis and path analysis were performed based on data collected from manufacturers in a survey. The hypotheses were tested using path analysis.,The findings of this study indicate a pivotal role of supplier relationship quality in suppressing opportunism and enhancing cooperation between exchange parties, which lead to dyadic performance. Furthermore, the effect of supplier relationship quality is strengthened by contract specificity.,This study adds value to the existing streams of studies in several ways. First, informed by the nexus of relational capital theory and transaction cost economics, the authors emphasize the pivotal role of relationship quality in curtailing opportunism and fostering cooperation and the moderating effect of contract specificity on the above linkages. Second, this study provides empirical evidence of the mechanism of the effect of contract specificity on opportunism and cooperation.

Performance implication of supplier relationship quality: a structural analysis

This study examines the operational and relational governances as antecedents of cooperation commitment in buyer–supplier exchanges. It also assesses the impact of cooperation commitment on operational performance.,Path analysis was performed on the data collected from manufacturers.,The results of this study show that both operational and relational governances exert impact on cooperation commitment, which, in turn, is associated with operational performance improvement.,First, this is the first study employing the reciprocity theory to theorize the conceptual framework of the governance antecedents of cooperation commitment and operations excellence effect. Second, the study highlights how the research framework can enrich the reciprocity theory in exploring the mechanisms of the operational and relational governances of buyer–supplier exchanges and their impact on the commitment to the cooperation. Third, this study extends the reciprocity theory to examine in detail how cooperation commitment exerts impact on the operational performance.

Operational and relational governances of buyer–supplier exchanges

Innovation plays an increasingly important role in economic growth, and R&D investment has become a key component of innovation initiatives. In this study, we performed analyses of 58 listed automo...

Yingnan Yang

Papers

Performance implication of supplier relationship quality: a structural analysis

Operational and relational governances of buyer–supplier exchanges

The Time-lag Effect of R&D Investment on the Value of Listed Companies in China: A Cross-industry Analysis: