Journal ArticleDOI
Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
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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Dynamic Relationship Marketing
TL;DR: In this paper, the authors apply a multivariate hidden Markov model to a six-year longitudinal data set of 552 business-to-business relationships maintained by a Fortune 500 firm and identify four latent buyer-seller relationship states, according to each customer's level of commitment, trust, dependence, and relational norms.
Journal ArticleDOI
The Role of Marketing Channels in Supply Chain Management
TL;DR: In this article, the authors synthesize five decades of supply chain-related research from premier managerially oriented marketing journals and provide a state-of-the-art integration and forecasting of where the field is heading.
Journal ArticleDOI
Understanding loyalty program effectiveness: managing target and bystander effects
TL;DR: In this article, the authors present three studies, two experiments and one survey, in support of the notion that a greater understanding of loyalty program performance demands an expanded theoretical framework, and they provide insights into why and when loyalty programs fail and into the complex trade-offs managers face.
Journal ArticleDOI
Word-of-mouth, buying, and sacrifice intentions for eco-cruises: Exploring the function of norm activation and value-attitude-behavior
TL;DR: In this paper, the authors investigated passengers' decision formation by employing the Norm Activation Model (NAM), to extend it by integrating the value-attitude-behavior cognitive hierarchy, emotional process, and normative procedure, and test the moderating impact of non-green alternatives' attractiveness in a cruise context.
Journal ArticleDOI
Contract governance and buyer–supplier conflict: The moderating role of institutions
TL;DR: In this article, the authors develop a contingent perspective to examine how institutional factors moderate the impact of contract governance and show that an output-based contract is negatively related to buyer-supplier conflict.
References
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