Journal ArticleDOI
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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How does open innovation affect firms’ innovative performance : The roles of knowledge attributes and partner opportunism
TL;DR: In this paper, the authors explore the direct effects of open innovation on firms' innovative performance, and examine the moderating effects of knowledge attributes, including knowledge distance, knowledge embeddedness and partner opportunism on this relationship.
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Direct or indirect channel structures. Evaluating the impact of channel governance structure on export performance
TL;DR: In this article, the authors examined the impact of channel governance structure on export performance ex post and found that short term profitability was higher for indirect distribution channel arrangements while longer term outcomes of buyer economic satisfaction and loyalty were higher for direct channels.
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A Dynamic Process of Building Global Supply Chain Competence by New Ventures: The Case of Uniqlo:
TL;DR: In this article, the authors examined Uniqlo's successful supply chain development in China, using longitudinal contextual data, and found that UniqLO went through discrete dynamic stages in its supply-chain development efforts.
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The role of supplier performance evaluations in mitigating risk: Assessing evaluation processes and behaviors
TL;DR: In this paper, a mixed method of qualitative interviews of buyers and suppliers was employed to develop a model of SPE risk mitigation effectiveness using structural equations modeling of survey data from a rare sample of 131 performance assessors.
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Exploring channel conflict in an emerging economy: the small retailer’s perspective
TL;DR: In this paper, the authors explore channel conflict from the small retailer's perspective in the context of emerging economies and investigate the factors and probable outcomes of perceived channel conflict, and highlight channel exit and passive acceptance as two probable outcomes.
References
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