Journal ArticleDOI
Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
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
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References
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Journal ArticleDOI
The Formation of Buyer—Supplier Relationships: Detailed Contract Drafting and Close Partner Selection
Stefan Wuyts,Inge Geyskens +1 more
TL;DR: In this article, the authors study how organizational culture affects these decisions and the effectiveness of these decisions in curtailing the partner's opportunistic behavior and find that selecting a close partner shows a marked ability to hedge against partner opportunism, but beyond a certain point, it encourages the opportunism it is designed to discourage.
Journal ArticleDOI
The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty
TL;DR: In this paper, the authors examined the long-term impact of a loyalty program on consumers' usage levels and their exclusive loyalty to the firm using longitudinal data from a convenience store franchise, and found that heavy buyers were most likely to claim their qualified rewards, but the program did not prompt them to change their purchase behavior.
Journal ArticleDOI
Managing marketing channel opportunism: The efficacy of alternative governance mechanisms
TL;DR: In this paper, the authors examined three governance mechanisms according to how well they mitigate opportunism in marketing channels, including ownership, investment in transaction-specific assets, and norms of relational exchange.
Journal ArticleDOI
Examining the Impact of Destructive Acts in Marketing Channel Relationships
TL;DR: In this article, the authors classify dealers' responses to a supplier's destructive acts by extending the response typology of exit, voice, and loyalty, which is based on Hirschman's seminal writings on responses to decline in organizations and states.
Journal ArticleDOI
Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation
TL;DR: In this paper, the authors propose a model of conflict in commercial exchange relationships, focusing on how the prevailing exchange norms of solidarity, role integrity, and mutuality impact a party's perception of unfair treatment, and how causal attributions mediate those effects.
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