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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Manufacturer–reseller e-business arrangements: The impact of inequity on relationship performance and the moderating role of dependence
Talai Osmonbekov,Thomas W. Gruen +1 more
TL;DR: In this article, the authors examine the impact of perceived inequity on relationship performance, and the moderating role of reseller dependence on the proposed inequity-performance link, and find that perceived inequities negatively impacts relationship performance.
Journal ArticleDOI
An Exploratory Study Of The Effects Of Online Course Efficiency Perceptions On Student Evaluation Of Teaching (SET) Measures
TL;DR: The results indicate, that contrary to popular belief, students who view online courses as efficient exhibit lower sentiments towards the course and the instructor, and are also academically weaker than other students.
Journal ArticleDOI
Manifest conflict, customer orientation and performance outcomes in international buyer-seller relationships
TL;DR: In this paper, a survey of 162 Australian importers was conducted to examine the moderating effect of the supplier's customer orientation (CO) as perceived by the buyer on the conflict-performance outcomes relationships in international channel relationships.
Journal ArticleDOI
B-to-B relationships: A resource, knowledge, and capability (RKC) perspective
Audhesh K. Paswan,Swati Panda +1 more
TL;DR: A 3 × 3 typological framework is proposed, which includes three broad types of B-to-B relationships – balanced relationships (BR), seller dominant relationships (SDR), and buyer dominant relationships(BDR) and has important implications for theory and practice.
Journal ArticleDOI
Managing Buyer-Supplier Conflicts: The Effect of Buyer Openness And Directness On A Supplier's Willingness to Adapt
TL;DR: In this paper, the authors examined how a buyer's conflict expression in the way disagreements are conveyed influences a supplier's willingness to adapt its internal processes in favor of the buyer and found that expressions of entrenchment by the buyer negatively affect supplier adaptation.
References
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