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Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
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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
Cooperation, Opportunism, and the Invisible Hand: Implications for Transaction Cost Theory
TL;DR: In this paper, the invisible hand of the market mechanism deletes actors whose behaviors are habitually opportunistic, and thus the risk of opportunism will be low, even for transactions supported by specific asset investments.
Journal ArticleDOI
An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel
TL;DR: In this article, the determinants of opportunistic behavior in an interfirm relationship are examined for the effects of interorganizational structure and interfirm relationships in a franchise setting. And the authors examine the effect of inter-organizational structures on opportunistic behaviour in an inter-irm relationship.
Journal ArticleDOI
Recent Attribution Research in Consumer Behavior: A Review and New Directions
TL;DR: The authors summarized and critiqued recent consumer behavior research testing attribution theory principles, including how information about a product influences attributions, how the discounting effect influences liking for products, and how self-perception processes influence willingness to participate in marketing research.
Journal ArticleDOI
Conflict and its management
TL;DR: In this article, a review of the conflict literature is presented, examining the causes of conflict, its core process, and its effects, and concluding that conflict can be managed by the disputants themselves, by managers, or by other third parties.
Journal ArticleDOI
Perceptions of Price Unfairness: Antecedents and Consequences:
TL;DR: In this article, the influence of the inferred motive for a firm's price increase on perceptions of price unfairness was examined using two studies, and the results showed that the inferred motivations for price increases had a significant impact on perceived unfairness.
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