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Does morality explain opportunism in marketing channel negotiations?: The moderating role of trust

Retailers are increasingly forced to enter negotiations with new suppliers and have less time to develop trusting relationships prior to awarding sourcing contract. Such supplier negotiations are often guided by self-interest-seeking behavior. However, not all exchange partners behave opportunistically when given the opportunity and little is known about how and when opportunism actually occurs. This research seeks to develop a multidimensional perspective of exchange partners’ Machiavellianism that reveals different types of opportunistic motivations in exchange relationships and to extend knowledge of socialization as a safeguard by investigating the efficacy of signaling trustworthiness as a means of reducing the risk of opportunistic behavior in exchanges with partners with different moral standards about opportunism.

Ketersediaan
#
IPC Corporate University Library ATC LO KHA d C.1
ATC1601883
Tersedia
Informasi Detail
Judul Seri
International Journal of Retail & Distribution Management
No. Panggil
ATC LO KHA d
Penerbit
San Francisco, USA : Emerald Insight.,
Deskripsi Fisik
21 p .
Bahasa
English
ISBN/ISSN
-
Klasifikasi
LO
Tipe Isi
-
Tipe Media
-
Tipe Pembawa
online resource
Edisi
Vol. 37 No. 2, 2009 pp. 142-160
Subjek
Trust
Standards
Behaviour
Negotiating
Info Detail Spesifik
-
Pernyataan Tanggungjawab
Versi lain/terkait
Lampiran Berkas
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