Journal ArticleDOI
Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
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TLDR
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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Contract learning in the aftermath of exchange disruptions: An empirical study of renewing interfirm relationships
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Provider and relational determinants of customer solution performance
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Journal ArticleDOI
Beyond Relationship Quality: Examining Relationship Management Effectiveness
TL;DR: In this article, a structural equation-based model is proposed to assess the competence of an entity in maintaining relationships with partner firms and identifies areas where the party could take corrective action to improve relationship quality.
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Tripartite role of communications in channel relationships: Mitigating exchange hazards, reducing opportunism, and curtailing its ill effects on relationship performance
Sandip Trada,Vikas Goyal +1 more
TL;DR: In this paper, the authors integrate information asymmetry and relationship-based views to articulate how communication, directly and indirectly, influences channel members' opportunism and curtail its ill effects on relationship performance.
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United Airlines crisis from the stakeholder perspective: Exploring customers’ ethical judgment, trust and distrust, and behavioral intentions
Yang Cheng,Hongmei Shen +1 more
TL;DR: In this article, the authors investigated the relationships among customers' ethical judgment, trust and distrust toward United Airlines, and post-crisis behavioral intentions, and found that negative ethical judgment was positively associated with the level of trust and negatively predicted their distrust toward the corporation.
References
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