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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Journal ArticleDOI
Vertical and horizontal governance in multiple-channel systems
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Marketing Principle #3: Managing Relationship-based Sustainable Competitive Advantage
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The impact of B2B seller’s value appropriation upon customer relationship performance: Empirical evidence from China
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Mitigating risk perception in imbalanced supply chain relationships: roles of contract framing and IT integration
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TL;DR: In this paper , the authors investigated how to mitigate the weaker party's risk perception in imbalanced supply chain relationships by framing contracts according to complexity and recurrence, and the level of information technology integration is considered as the moderator influencing the effectuation of contract framing.
References
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