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Passive and Active Opportunism in Interorganizational Exchange

Published on Nov 1, 2013in Journal of Marketing 7.82
· DOI :10.1509/jm.11.0529
Steven H. Seggie10
Estimated H-index: 10
(Özyeğin University),
David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
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Abstract
This article examines how firms in interorganizational relationships respond differently to active and passive opportunism and observes how these opportunism forms erode satisfaction with the performance of these relationships. The multimethod approach of two experiments and one longitudinal field study demonstrate that firms tolerate more passive opportunism than active opportunism (Study 1) and that transaction costs play a mediating role between opportunism form and satisfaction with performance of the relationship (Study 2). Finally, the field study reveals that, over time, passive opportunism has a more corrosive impact on satisfaction with performance than active opportunism (Study 3). Together, the findings underscore the importance of distinguishing passive and active opportunism and the need to develop a better understanding of its management and consequences.
  • References (54)
  • Citations (30)
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References54
Newest
Published on Jul 1, 2014in Journal of Marketing 7.82
Steven H. Dahlquist3
Estimated H-index: 3
(College of Business Administration),
David A. Griffith44
Estimated H-index: 44
(Lehigh University)
Industrial component suppliers (CSs) work to enhance profitability by building brand differentiation with original equipment manufacturers (OEMs) and indirect industrial buyers (IIBs) through their marketing investments to each member. However, as a CS increases its marketing investments to its IIB, the OEM's profit position is threatened, motivating the OEM to respond with aligning or opposing behavior. The results from a three-study, multimethod design indicate that a CS's strategy of allocati...
15 Citations Source Cite
Published on Jan 1, 2013in Journal of Marketing 7.82
Robert W. Palmatier30
Estimated H-index: 30
(UW: University of Washington),
Mark B. Houston24
Estimated H-index: 24
(TCU: Texas Christian University)
+ 1 AuthorsAnne L. Roggeveen65
Estimated H-index: 65
(Babson College)
Abstract The dynamic components of relational constructs should play an important role in driving performance. To take an initial step toward a theory of relationship dynamics, the authors introduce the construct of commitment velocity— or the rate and direction of change in commitment—and articulate its important role in understanding relationships. In two studies, the authors demonstrate that commitment velocity has a strong impact on performance, beyond the impact of the level of commitment. ...
111 Citations Source Cite
Published on Sep 1, 2010in Marketing Science 2.49
Michael A. Wiles7
Estimated H-index: 7
(ASU: Arizona State University),
Shailendra Pratap Jain9
Estimated H-index: 9
(UW: University of Washington)
+ 1 AuthorsCharles Lindsey2
Estimated H-index: 2
(SUNY: State University of New York System)
Whereas a growing body of research has examined the consumer-related implications of deceptive advertising, the stock market consequences stemming from the regulatory exposure of such infractions remain largely unexplored. In a step to address this gap, the current research examines the effect of regulatory reports of misleading ads on firm stock prices. Results from an event study, focusing on the pharmaceutical industry as the empirical context, show an average abnormal return of -0.91% associ...
17 Citations Source Cite
Published on Aug 1, 2010in Journal of Consumer Research 4.70
Xinshu Zhao14
Estimated H-index: 14
(UNC: University of North Carolina at Chapel Hill),
John G. Lynch33
Estimated H-index: 33
(CU: University of Colorado Boulder),
Qimei Chen20
Estimated H-index: 20
(U.H.: University of Hawaii at Manoa)
Baron and Kenny's procedure for determining if an independent variable affects a dependent variable through some mediator is so well known that it is used by authors and requested by reviewers almost reflexively. Many research projects have been terminated early in a research program or later in the review process because the data did not conform to Baron and Kenny's criteria, impeding theoretical development. While the technical literature has disputed some of Baron and Kenny's tests, this lite...
3,129 Citations Source Cite
Published on Apr 1, 2010in Journal of Marketing Research 4.20
Shankar Ganesan14
Estimated H-index: 14
(UA: University of Arizona),
Steven P. Brown27
Estimated H-index: 27
(UH: University of Houston)
+ 1 AuthorsHillbun (Dixon) Ho5
Estimated H-index: 5
(NTU: Nanyang Technological University)
Abstract Using an assimilation and contrast framework, the authors assess the buffering and amplifying effects of relationship commitment on organizational buyers' intentions to switch suppliers when a relationship is strained by the incumbent's own misbehavior. The results of three studies show that both calculative and affective commitment buffer incumbent suppliers against minor incidences of their own misbehavior but that affective commitment also reliably amplifies the adverse effects of an...
96 Citations Source Cite
Published on Nov 1, 2008in International Commerce Review
Christopher S. Tang47
Estimated H-index: 47
Product recalls can damage a company’s reputation and its share price. Nevertheless, one of the side effects of increased globalization and outsourcing is a rising number of product recalls. What can we learn from these experiences, and what else needs to be done?
49 Citations Source Cite
Published on Aug 1, 2008in Behavior Research Methods 4.06
Kristopher J. Preacher35
Estimated H-index: 35
(KU: University of Kansas),
Andrew F. Hayes40
Estimated H-index: 40
(OSU: Ohio State University)
Hypotheses involving mediation are common in the behavioral sciences. Mediation exists when a predictor affects a dependent variable indirectly through at least one intervening variable, or mediator. Methods to assess mediation involving multiple simultaneous mediators have received little attention in the methodological literature despite a clear need. We provide an overview of simple and multiple mediation and explore three approaches that can be used to investigate indirect processes, as well...
14.1k Citations Source Cite
Published on Jun 1, 2008in Journal of Marketing Research 4.20
Aric Rindfleisch25
Estimated H-index: 25
(UW: University of Wisconsin-Madison),
Alan J. Malter11
Estimated H-index: 11
(UIC: University of Illinois at Chicago)
+ 1 AuthorsChristine Moorman31
Estimated H-index: 31
(Duke University)
Abstract Marketing academics and practitioners frequently employ cross-sectional surveys. In recent years, editors, reviewers, and authors have expressed increasing concern about the validity of this approach. These validity concerns center on reducing common method variance bias and enhancing causal inferences. Longitudinal data collection is commonly offered as a solution to these problems. In this article, the authors conceptually examine the role of longitudinal surveys in addressing these v...
446 Citations Source Cite
Published on Aug 1, 2007in Journal of Marketing Research 4.20
Jan B. Heide27
Estimated H-index: 27
(UW: University of Wisconsin-Madison),
Kenneth H. Wathne9
Estimated H-index: 9
(UW: University of Wisconsin-Madison),
Aksel I. Rokkan6
Estimated H-index: 6
(NHH: Norwegian School of Economics)
Abstract This article examines the effects of monitoring on interfirm relationships. Whereas some research suggests that monitoring can serve as a control mechanism that reduces exchange partner opportunism, there is also evidence showing that monitoring can actually promote such behavior. The authors propose that the actual effect of monitoring depends on (1) the form of monitoring used (output versus behavior) and (2) the context in which monitoring takes place. With regard to the form of moni...
222 Citations Source Cite
Published on Feb 1, 2007in Management Science 4.22
Sandy D. Jap26
Estimated H-index: 26
(Emory University),
Erin Anderson33
Estimated H-index: 33
(Ad: INSEAD)
This research examines the evolution of cooperative interorganizational relationships and provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle theory, and one proposition from the RV (Ring and Van de Ven 1994) theory of relationship development. Using primary data from over 1,500 resellers in a channel of distribution, we find that the mature phase is not the pinnacle of the relationship lifecycle; relationship properties (e.g., relationship harmony, overal...
162 Citations Source Cite
Cited By30
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Published on Jul 10, 2019in Project Management Journal 2.04
Smita Chaudhry (Flame University), Bharatendu Nath Srivastava3
Estimated H-index: 3
(IIM-C: Indian Institute of Management Calcutta),
Chetan Joshi2
Estimated H-index: 2
(IIM-C: Indian Institute of Management Calcutta)
The contribution of psychological factors in project relationships has received limited attention. Taking the standpoint of vendor project managers, we examine their justice perceptions, affect, an...
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Published on Apr 1, 2019in Industrial Marketing Management 4.78
Chun Zhang11
Estimated H-index: 11
,
Xu Zheng2
Estimated H-index: 2
,
Julie Juan Li20
Estimated H-index: 20
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Published on Feb 1, 2019in Journal of Management 9.06
Verónica H. Villena5
Estimated H-index: 5
(PSU: Pennsylvania State University),
Thomas Y. Chol38
Estimated H-index: 38
(ASU: Arizona State University),
Elena Revilla16
Estimated H-index: 16
(IE University)
This study conducts an investigation of interorganizational trust and its positive and negative effects. We consider how positive and negative effects operate differently under two types of uncertainties—buyer dependence and market instability. Trust is studied in the buyer–supplier relationship (BSR) context from the buyer’s perspective. The analysis is conducted based on survey data and secondary archival data from a sample of 133 BSRs. Results show that trust follows an inverted-U shape with ...
8 Citations Source Cite
Published on Feb 1, 2019in Journal of Travel Research 5.34
Deodat Mwesiumo2
Estimated H-index: 2
(Molde University College),
Nigel Halpern1
Estimated H-index: 1
,
Arnt Buvik13
Estimated H-index: 13
(Molde University College)
The purpose of this study is to explore the effect of detailed contracts and partner irreplaceability on interfirm conflict in cross-border package tour operations. The study is based on an analysis of relations between 129 inbound tour operators and their overseas outbound tour operator partners. Data were collected using a standard questionnaire containing questions that capture constructs of interest. Hypotheses were tested with partial least squares structural equation modeling using SmartPL...
2 Citations Source Cite
Published on Jan 25, 2019in Journal of Computer Information Systems 1.10
Craig C. Claybaugh4
Estimated H-index: 4
(Missouri University of Science and Technology),
Peter Haried4
Estimated H-index: 4
(UWL: University of Wisconsin–La Crosse)
+ 1 AuthorsLangtao Chen1
Estimated H-index: 1
(Missouri University of Science and Technology)
ABSTRACTEnterprise resource planning (ERP) systems play a critical role in supporting a firm’s operations. Due to this reliance, a firm interacts with both the ERP solution provider and the ERP vendor as both support and maintain this complex system. This study investigates the impact of relationship interactions and a firm’s information systems (IS) technical competence on a firm’s satisfaction with the ERP vendor. To this end, this paper develops and verifies a model in which a firm’s past int...
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Published on Jan 1, 2019
Colleen M. Harmeling4
Estimated H-index: 4
,
Robert W. Palmatier30
Estimated H-index: 30
1 Citations Source Cite
Published on Nov 1, 2018in Industrial Marketing Management 4.78
Smita Chaudhry (Flame University), Bharatendu Nath Srivastava3
Estimated H-index: 3
(IIM-C: Indian Institute of Management Calcutta),
Chetan Joshi2
Estimated H-index: 2
(IIM-C: Indian Institute of Management Calcutta)
Abstract Research literature, both conceptual and empirical, has enunciated benefits of client involvement for better client vendor relationships. However, relevant research in the realm of problematic relationships is scarce. To address the gap, this research examines the role of client involvement for vendor response strategies when client displays opportunism and vendor experiences negative affect. The paper uses data from 280 project managers belonging to the IT services industry. Structural...
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Published on Nov 1, 2018in Journal of Business Research 4.03
Jody L. Crosno9
Estimated H-index: 9
(WVU: West Virginia University),
Pui Ying Tong (ISU: Illinois State University)
Recent channels research differentiates two forms of compliance—consummate and perfunctory compliance; yet research stops short of examining how these nuances of compliance impact financial performance. This study fills this void. We assess our research model with longitudinal data collected from 119 franchisees in the United States. The results indicate outcome and behavioral control have differential effects on perfunctory versus consummate compliance. Further, we find that relationship age mo...
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Published on Jul 11, 2018in Journal of Civil Engineering and Management 2.03
Dedong Wang1
Estimated H-index: 1
(Shandong jianzhu university 山東建築大學),
Kaili Li1
Estimated H-index: 1
(Shandong jianzhu university 山東建築大學),
Shaoze Fang1
Estimated H-index: 1
(Shandong jianzhu university 山東建築大學)
Trust is regarded as a critical feature and a central mechanism in business transactions, especially in the Chinese guanxi network. In this context, the major objective of this research is to explore the key factors influencing trust in different stages of a construction project from the perspectives of owners and consultants involved in a Sino-German eco-park in China. The analytic network process (ANP) was employed to assess which factors are most closely related to trust and to establish four...
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Published on May 8, 2018in Journal of Business & Industrial Marketing 1.96
Ateeque Shaikh1
Estimated H-index: 1
(National Institute of Bank Management),
Dheeraj Sharma8
Estimated H-index: 8
(IIMA: Indian Institute of Management Ahmedabad)
+ 1 AuthorsRama Shankar Yadav (Indian Institute of Management Rohtak)
Purpose This paper aims to elucidate and extend the concept of power and fairness in the context of franchisor–franchisee relationship. Design/methodology/approach On the basis of Dul and Hak’s (2007) recommendations, the conceptual model is developed from closely related domains (e.g. channel relationship) using pertinent theories. On the basis of this comprehensive analysis, new propositions about fairness in a franchisee–franchisor context are drawn. The primary purpose of this research is to...
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