Journal ArticleDOI
Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
Reads0
Chats0
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
More filters
Journal ArticleDOI
A multi-system organizing framework for inter-firm control: a comprehensive perspective on control
Journal ArticleDOI
The Moderating Effects of a Network Norm of Obligation
Kyunghee Kim,Yoon C. Cho +1 more
TL;DR: The authors examines the moderating effects of network norms of obligation, defined as the sentiments and sense of responsibility that are expected to be fulfilled by the involved parties and that accrue among individual firms engaged in recurring contractual economic exchange.
Journal ArticleDOI
The effect of power use on specific investments: the moderating role of interdependence structure
Min Tian,Baofeng Huo,Yuchi Tian +2 more
TL;DR: In this article , the authors examined how four types of power use a buyer facing and an interdependence structure with its supplier affect its specific investments to the supplier and found that buyer's coercive power use negatively affects buyer's specific investments while non-coercive power use does not play a significant role.
Journal ArticleDOI
Fairness-Enabling Practices in Agro-Food Chain
Antonella Samoggia,Zeynep Beyhan +1 more
TL;DR: In this article , an extensive literature review analyzing academic and grey literature was conducted to identify and understand fairness-enabling practices and existing business applications in the agro-food chain.
Journal ArticleDOI
The social impact of the Nokia-Elcoteq business relationship: Examining the consequences of legitimating relationship norms
TL;DR: In this article , the authors draw on relational contracting theory to examine relationship norms and the social impact of their legitimation and introduce a concept network view of social impact, which contributes to the business relationship literature by conceptualizing the ripple effect of one business relationship on a connected network.
References
More filters
Journal ArticleDOI
Dynamic capabilities and strategic management
TL;DR: The dynamic capabilities framework as mentioned in this paper analyzes the sources and methods of wealth creation and capture by private enterprise firms operating in environments of rapid technological change, and suggests that private wealth creation in regimes of rapid technology change depends in large measure on honing intemal technological, organizational, and managerial processes inside the firm.
Book
Hierarchical Linear Models: Applications and Data Analysis Methods
TL;DR: The Logic of Hierarchical Linear Models (LMLM) as discussed by the authors is a general framework for estimating and hypothesis testing for hierarchical linear models, and it has been used in many applications.
Journal ArticleDOI
The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Journal ArticleDOI
Hierarchical Linear Models: Applications and Data Analysis Methods.
TL;DR: This chapter discusses Hierarchical Linear Models in Applications, Applications in Organizational Research, and Applications in the Study of Individual Change Applications in Meta-Analysis and Other Cases Where Level-1 Variances are Known.
Journal ArticleDOI
The Economic Institutions of Capitalism
TL;DR: The Economic Institutions of Capitalism as mentioned in this paper is a seminal work in the field of economic institutions of capitalism. Journal of Economic Issues: Vol. 21, No. 1, pp. 528-530.
Related Papers (5)
Evaluating Structural Equation Models with Unobservable Variables and Measurement Error
Claes Fornell,David F. Larcker +1 more