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Passive and active opportunism in interorganizational exchange
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.

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  • References (54)
  • Cited By (28)
Shantanu Dutta34
Estimated H-index: 34
(University of Chicago),
George John23
Estimated H-index: 23
Extant empirical work in TCA relies almost exclusively on cross-sectional survey data on firm behavior to test predictions about vertical integration, long-run contracts, alliances and the like. Such designs shed useful light on the causal mechanisms supposedly responsible for the effects, but do not develop the details. Many of these designs also offer scarce insight into the profit implications inherent in the theory. Cognizant of these gaps, we combine a laboratory experiment and cross-sectio...
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Aric Rindfleisch24
Estimated H-index: 24
(University of Wisconsin-Madison),
Alan J. Malter11
Estimated H-index: 11
(University of Illinois at Chicago),
Shankar Ganesan17
Estimated H-index: 17
(University of Arizona)
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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 validity c...
424 Citations Download PDF Cite
1994 in Academy of Management Review [IF: 8.86]
Peter Smith Ring21
Estimated H-index: 21
(Loyola Marymount University),
Andrew H. Van de Ven52
Estimated H-index: 52
(University of Minnesota)
This article examines the developmental process of cooperative interorganizational relationships (IORs) that entail transaction-specific investments in deals that cannot be fully specified or controlled by the parties in advance of their execution. A process framework is introduced that focuses on formal, legal, and informal social-psychological processes by which organizational parties jointly negotiate, commit to. and execute their relationship in ways that achieve efficient and equitable outc...
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1986 in Psychological Review [IF: 7.23]
Daniel Kahneman110
Estimated H-index: 110
(University of California, Berkeley),
Dale T. Miller53
Estimated H-index: 53
(Simon Fraser University)
A theory of norms and normality is presented and applied to some phenomena of emotional responses, social judgment, and conversations about causes. Norms are assumed to be constructed ad hoc by recruiting specific representations. Category norms are derived by recruiting exemplars. Specific objects or events generate their own norms by retrieval of similar experiences stored in memory or by construction of counterfactual alternatives. The normality of a stimulus is evaluated by comparing it to t...
1,957 Citations Download PDF Cite
Claes Fornell40
Estimated H-index: 40
(University of Michigan),
David F. Larcker58
Estimated H-index: 58
(Northwestern University)
The statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined. A drawback of the commonly applied chi square test, in addition to the known problems related to sample size and power, is that it may indicate an increasing correspondence between the hypothesized model and the observed data as both the measurement properties and the relationship between constructs decline. Further, and contrary to common assertion, the risk o...
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Larry J. Williams24
Estimated H-index: 24
(Purdue University),
Joseph A. Cote21
Estimated H-index: 21
(Washington State University),
M. Ronald Buckley9
Estimated H-index: 9
(University of Oklahoma)
Une reanalyse factorielle des donnees de Spector (1987) met a l'epreuve la validite de sa conclusion critique par rapport a la realite des variances des methodes dans un type de recherche sur les organisations
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Mark Spranca9
Estimated H-index: 9
(University of Pennsylvania),
Elisa Minsk1
Estimated H-index: 1
(University of Pennsylvania),
Jonathan Baron60
Estimated H-index: 60
(University of Pennsylvania)
Abstract Subjects read scenarios concerning pairs of options. One option was an omission, the other, a commission. Intentions, motives, and consequences were held constant. Subjects either judged the morality of actors by their choices or rated the goodness of decision options. Subjects often rated harmful omissions as less immoral, or less bad as decisions, than harmful commissions. Such ratings were associated with judgments that omissions do not cause outcomes. The effect of commission is not...
502 Citations Download PDF Cite
1987 in Journal of Marketing [IF: 7.34]
F. Robert Dwyer16
Estimated H-index: 16
,
Paul H. Schurr5
Estimated H-index: 5
,
Sejo Oh3
Estimated H-index: 3
Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller exchanges as discrete events, not as ongoing relationships. The authors describe a framework for developing buyer-seller relationships that affords a vantage point for formulating marketing strategy and for stimulating new research directions.
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Michael W. Browne37
Estimated H-index: 37
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Robert Cudeck20
Estimated H-index: 20
This article is concerned with measures of fit of a model. Two types of error involved in fitting a model are considered. The first is error of approximation which involves the fit of the model, with optimally chosen but unknown parameter values, to the population covariance matrix. The second is overall error which involves the fit of the model, with parameter values estimated from the sample, to the population covariance matrix. Measures of the two types of error are proposed and point and int...
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2015 in Journal of Marketing [IF: 7.34]
Colleen M. Harmeling4
Estimated H-index: 4
(Florida State University),
Robert W. Palmatier29
Estimated H-index: 29
(University of Washington),
Mark B. Houston21
Estimated H-index: 21
(Texas A&M University)
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Exchange events are fundamental building blocks of business relationships and essential to relationship development. However, some events contribute to incremental relationship development, as predicted by life cycle theories, whereas others spark “turning points” with dramatic impacts on the relationship. Such transformational relationship events are encounters between exchange partners that significantly disconfirm relational expectations (positively or negatively); they result in dramatic, di...
28 Citations Download PDF Cite
2014 in Journal of Marketing [IF: 7.34]
Steven H. Dahlquist2
Estimated H-index: 2
(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...
13 Citations Source Cite
Muhittin Oral3
Estimated H-index: 3
(Özyeğin University),
Ossama Kettani16
Estimated H-index: 16
The primary objective of this paper is to offer a particular research paradigm framework that takes into consideration ontological, epistemological, methodological and axiological assumptions for a more meaningful and comprehensive research activities while using multi-objective modelling approach in supply chain management (SCM) studies. However, the emphasis will be more on the implications of four ontological level definitions for multi-objective modelling in SCM research through a concept ca...
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David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Yanhui Zhao3
Estimated H-index: 3
(Michigan State University)
This work examines contractual governance in international buyer–supplier relationships by investigating the linkages between contract specificity, contract violation, and relationship performance as well as the roles of contract monitoring and a country's institutional factors (i.e., country business risk and country globalization). The findings, based on a survey of international buyer–supplier relationships, provide new insights into a contract specificity → contract violation → relationship ...
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2016 in Journal of Marketing [IF: 7.34]
Tereza Dean2
Estimated H-index: 2
(University of Kentucky),
David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Roger J. Calantone61
Estimated H-index: 61
(Michigan State University)
AbstractIntroducing new products necessitates that manufacturers not only carefully craft the initial contract terms with retailers but also consider how the specificity of the terms influences a retailer’s relational behaviors throughout the duration of the contract, contingent upon the new product’s success. The authors develop a series of hypotheses to investigate new product introductions using a multimethod design consisting of a survey of manufacturers and a repeated measures experiment wi...
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Daniel Korschun9
Estimated H-index: 9
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Boryana V. Dimitrova4
Estimated H-index: 4
,
Yoto Yotov1
Estimated H-index: 1
We examine the linkage between country reputation and export volume by matching data from a global survey in twenty countries around the world with actual export data to fifty of their trading partners. We argue that country reputation can be a novel means to reduce quality uncertainty and relational uncertainty, thereby enhancing export volume. We test the hypotheses using the well-established structural model of international trade. We find that each improvement in a world ranking of a country...
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Ilma Nur Chowdhury4
Estimated H-index: 4
(University of Manchester),
Thorsten Gruber22
Estimated H-index: 22
(Loughborough University),
Judy Zolkiewski14
Estimated H-index: 14
(University of Manchester)
Abstract This research explores the dark side of value co-creation (VCC) in B2B service networks. Whilst VCC is attracting a great deal of academic attention and a number of studies have highlighted the benefits of VCC, researchers often fail to consider the potentially negative consequences of VCC, especially in the context of business networks. This study explores the negative aspects associated with VCC in advertising service networks and identifies role conflicts and ambiguity, opportunism a...
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John D. Hansen10
Estimated H-index: 10
(University of Alabama at Birmingham),
Donald J. Lund5
Estimated H-index: 5
(University of Alabama at Birmingham),
Thomas E. DeCarlo8
Estimated H-index: 8
(University of Alabama at Birmingham)
Despite the damaging effects often associated with salesperson transgressions, our understanding of how buyers respond to these transgressions and the recovery efforts that typically follow is limited. The authors address this shortcoming across two studies of professional buyers. In the first, the authors examine buyers’ responses to salesperson ethical and service transgressions as moderated by their perceptions of the salesperson (i.e. whether they perceive the salesperson as being selling-or...
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David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Jessica J. Hoppner6
Estimated H-index: 6
(George Mason University),
Hannah S. Lee4
Estimated H-index: 4
(Miami University)
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AbstractThis research investigates the conditions under which inequity in a buyer–supplier relationship influences a supplier’s resource sharing with its buyer. More specifically, the authors examine the effects of both positive inequity and negative inequity under varying levels of interdependence magnitude and relative dependence. They further examine the effect of inequity on perceived relationship performance. The study includes a longitudinal survey design, with perceived relationship perfo...
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