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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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Marketing Channel Analysis in Product and Service Consumption
TL;DR: In this article, the authors discuss the analysis of the marketing channels involved in the process of making a product or service ready for use or consumption, and they aim to understand the meaning of marketing channels, know the function of marketing channel, and know the levels that exist in the marketing channel and know how to make decisions in marketing channel.
Journal ArticleDOI
A differentiated subsidy model for shale gas development considering resource endowment characteristic
TL;DR: In this paper , the authors proposed a type of differentiated subsidy considering resource conditions, which consists of a basic security subsidy and a variable excitation subsidy, which can improve the efficiency of use of financial funds while taking into account the fairness of policy implementation in different regions.
Journal ArticleDOI
Toward a theory of corporate apology: mechanisms, contingencies, and strategies
Wei Diane Shao,Jordan Worth Moffett,Sara Quach,Jiraporn Surachartkumtonkun,Park Thaichon,Scott Keith W Weaven,Robert W. Palmatier +6 more
TL;DR: In this article , the authors present a conceptual framework for the analysis and synthesis of corporate apology theories, research, business practices and case examples, and provide clear guidelines for how to design and implement effective corporate apology strategies in response to publicized transgressions.
References
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