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Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
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This article showed that perceived unfairness truly acts as relationship poison by directly damaging relationships, aggravating the negative effects of both conflict and opportunism, and undermining the benefits of using contracts to manage channel relationships.Abstract:
Understanding how relationships are damaged is a critical component in building and preserving strong distribution channels. Using longitudinal data from a Fortune 500 firm and its channel members, this research shows that perceived unfairness truly acts as “relationship poison” by directly damaging relationships, aggravating the negative effects of both conflict and opportunism, and undermining the benefits of using contracts to manage channel relationships. Surprisingly, at low levels of perceived unfairness, conflict and opportunism have small or even insignificant effects on channel member outcomes, which implies that research investigating the negative impact of conflict and opportunism on exchange outcomes may need reevaluation because these effects are contingent and may vary depending on the levels of perceived unfairness. In addition, the findings support the premise that using contracts to manage channel relationships represents a double-edged sword that suppresses the negative effects ...read more
Citations
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B2B channel partner programs: : Disentangling indebtedness from gratitude
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Collaborative manufacturer-distributor relationships: the role of governance, information sharing and creativity
TL;DR: In this paper, the authors report the results of a study examining the effects of manufacturer-distributor relationships' governance structures (market governance, third-party enforcement of agreements and self-enforcing governance modes) on the distributor's willingness to collaborate with the manufacturer.
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Understanding the Impact of Relationship Disruptions
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Peer-regarding fairness in supply chain
TL;DR: A distribution channel where a supplier deals with two retailers located at independent markets is studied, finding that the retailers’ profits and the distribution channel performance can be improved by the peer-regarding fairness concern for sympathy.
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A multi-study investigation of outcomes of franchisees' affective commitment to their franchise organization
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