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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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The Influence of Institutional Forces on International Joint Ventures’ Foreign Parents’ Opportunism and Relationship Extendedness:
TL;DR: In this paper, the authors investigate the influence of institutional forces (i.e., rule of law, government intervention, and dysfunctional competition) on the IJV's foreign parent's opportunism.
Journal ArticleDOI
Procedural and Distributive Fairness: Determinants of Overall Price Fairness
TL;DR: In this paper, the authors examined the combined effect of procedural fairness and distributive fairness on overall price fairness and found that suspicion toward the seller mediates the relationship between procedural fairness, and overall fairness when the price is disadvantageous.
Journal ArticleDOI
Customer perceived value, satisfaction, and loyalty : the role of willingness to share information
TL;DR: In this article, the authors proposed and tested an integrative model to examine the relationships among customers' willingness to share information, satisfaction, perceived value, and loyalty in a retailing context.
Journal ArticleDOI
Culture's Impact on the Importance of Fairness in Interorganizational Relationships
TL;DR: In this article, the authors examine culture as an antecedent to the importance of outcome fairness (OF) and procedural fairness (PF) in retailers' assessments of their relationships with suppliers.
Journal ArticleDOI
The dual effects of perceived unfairness on opportunism in channel relationships
Sandip Trada,Vikas Goyal +1 more
TL;DR: In this article, the authors examined the impact of perceived unfairness on distributor opportunism, and found that the effect of unfairness directly enhances opportunism and aggravates (positively moderates) the effects of economic forces on opportunism.
References
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