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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Journal ArticleDOI
Measuring fairness in franchisor-franchisee relationship: a confirmatory approach
TL;DR: This study is the first to develop a valid and reliable measure of fairness construct in the context of franchise relationship and suggests that the factor structure of fairness is three-factor correlated model with aspects of procedural fairness and informational fairness getting subsumed into one construct.
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When supplier development initiatives fail: Identifying the causes of opportunism and unexpected outcomes
TL;DR: In this article, the authors investigated the relationship between specific supplier development initiatives and forms of opportunism, considering the role of relational norms, which sanction a degree of opportunistic behaviour in supply chain relationships.
Dissertation
The bargaining power of the Republic of Cyprus accommodation providers in contractual and non-contractual negotiations with large European tour operators.
TL;DR: In this paper, the authors examined the bargaining power of the accommodation providers of the Republic of Cyprus (ROC) when undertaking contractual and non-contractual negotiations with large European tour operators (TOs).
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Corporate social responsibility as a determinant of long-term orientation
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Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness
TL;DR: In this article, the authors examined the independent and interactive effects of influence strategies and fairness perception on the resellers' opportunism tendency and found that distributive and procedural fairness perceptions moderate the relationship between influence strategies.
References
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