... theory, it proposes that salespersons’ AL indirectly enhances their SP through a sequential mediation process involving Co. and shaping interaction. Furthermore, it investigates the moderating role of opportunism (O) in the relationship between interaction ability and SP . Design/methodology...

...Yiwei Wang; Wenxue Lu; Wenqian Guo Purpose Existing literature generally recognizes relational governance as the main informal mechanism for managing opportunism. However, how guanxi relates to opportunism and how it compares in effectiveness remain unclear. To address these gaps...

... 18 10 2022 22 05 2023 30 10 2023 21 05 2024 20 10 2024 23 12 2024 02 02 2025 Business-to-business Commitment Conflict Opportunism Satisfaction Numerous studies have highlighted the critical role of effective interactions, cooperation, and synergy...

... to empirically test the effects of US Government buyers’ actions on their reputation during source selection. Findings Suspicion of buyer opportunism diminishes buyer reputation, while debriefing quality positively influences buyer reputation. However, oral presentations, negotiations, the full trade-off...

... mechanisms and important contextual factors. Design/methodology/approach Based on signaling theory, this study constructs a mediating and moderating model to examine the influencing mechanisms of SMEs’ SCSIs on SCFP, including the mediating effect of opportunism and the moderating effect of digital...

...Fanglan Pang; Qian Yang Purpose This study aims to investigate the impact of channel diversity on constructive and destructive conflicts in manufacturer-distributor relationships, as well as the mediating role of distributor opportunism and the moderating role of distributor network centrality...

... of different governance mechanisms on franchisee’s opportunism and moderating effects of franchisee’s relationship satisfaction on the relationship between different governance mechanisms and franchisee’s opportunism. Survey data from 151 franchise owners were used to test the conceptual model...

... with business-related search terms and elaborate relevant posts. The findings show key topics and related sentiments on the impact of COVID-19 on business. Service systems can enhance viability by identifying alternative paths for emerging opportunities (by being creative), seize opportunities offered...

... benefits and hazards. The nonlinear effect of relational embeddedness on channel opportunism is investigated. Influence strategies (i.e. coercive and noncoercive influence) are also examined as mediators of this nonlinear effect. Survey data are gathered from a sample of 149 manufacturers in China...

... governances in inter-firm relationship management, such as enhancing exchange performance (Joshi, 2009), improving satisfaction (Gençtürk and Aulakh, 2007), accelerating knowledge acquisition and innovation (Li et al., 2010) and curbing opportunism (Heide et al., 2007). However, it is still...

... how contractual mechanisms, trust and ethical levels impact opportunism in marketing channel relationships between manufacturers and distributors. Because the type of interactions, short-term or transaction-based vs long-term or relation-based, may also affect the level of opportunism, the study...

...) in asymmetric research and development (R&D) partnerships. Treating dependence asymmetry as a multidimensional construct, this study examines the moderating effects of these elements on the relationships between resources and information asymmetry and opportunism. Design/methodology/approach The study...

...Claus Steinle; Holger Schiele; Tobias Bohnenkamp Purpose In light of increasingly tight buyer–supplier relationships, opportunism is a problem of increasing relevance. So far, opportunism has mainly been researched as a detrimental action by suppliers and interpreted with an institutional...

... of opportunism (a behavioral condition) and technology uncertainty (a contextual condition). Specifically, highly interdependent firms are more likely to be involved in a coopetitive relationship when both opportunism and technology uncertainty are high. Interestingly, the authors’ data also show...

... as the mediating role of opportunism. Design/methodology/approach The empirical analyses are grounded on data from 147 NPD partnerships between Tier-1 suppliers and automotive manufacturers, using structural equation modeling with SPSS AMOS. Findings Findings indicate that pie-sharing fairness...

... are higher than those of a competitor, the supplier’s TSIs do not improve cooperation and can shift the link between the supplier’s TSIs and the distributor’s opportunism from being positive to negative. The findings have implications for the top managers of supplier firms embedded in distribution...

...Zhenxin Xiao; Maggie Chuoyan Dong; Xiaoxuan Zhu Purpose Although supplier-initiated punishment is widely used to manage distributors’ opportunism, its spillover effect on unpunished distributors (i.e. observers) within the same distribution network remains under-researched. Specifically...

... come closer to understanding the “true” relationship between organizational control and its various outcomes (e.g. performance and opportunism). This paper is organized as follows. First, based on the literature, we examine bivariate relationships that link process and outcome control...

...Lu Shen; Chuang Zhang; Wenbo Teng The study offers a more balanced view of guanxi by showing both its positive and negative effects on opportunism. It also uncovers legal enforceability and partner asset specificity as two boundary conditions that influence the curvilinear effects...

... factors on JV partner opportunism and cooperation, but also enables a deeper understanding of the interrelationship among the classic transaction cost-related factors and their influences on partner cooperation and opportunism. Hongping Yuan can be contacted at: hpyuan2005@gmail.com 08 02...