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Antecedents of locus of causality attributions for destructive acts in distribution channels

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  • Eslami, Hadi
  • Kacker, Manish
  • Hibbard, Jonathan D.

Abstract

Destructive acts in distribution channels are actions by firms that have a significant adverse impact on the viability or functioning of channel members. Understanding an affected channel member's locus of causality attributions for a destructive act can help the initiating firm determine when, where and how to proactively mitigate the adverse consequences of the act. We incorporate insights from interdependence and attribution theories to develop a theoretical framework of antecedents of locus of causality for such acts. We empirically evaluate our hypotheses using survey data from key informants on both sides of supplier-retailer dyads for a Fortune 500 company. We find that interdependence structure, perceived intensity and perceived frequency of destructive acts have implications for causal attributions made by the affected firm (retailer). Further, we find evidence for the impact of relationship quality on causal attributions (including the role it plays in amplifying the effects of other antecedents).

Suggested Citation

  • Eslami, Hadi & Kacker, Manish & Hibbard, Jonathan D., 2020. "Antecedents of locus of causality attributions for destructive acts in distribution channels," Journal of Business Research, Elsevier, vol. 107(C), pages 302-314.
    • Handle: RePEc:eee:jbrese:v:107:y:2020:i:c:p:302-314
    DOI: 10.1016/j.jbusres.2018.12.053
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    References listed on IDEAS

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