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Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms

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  • James Brown
  • Stephan Grzeskowiak
  • Chekitan Dev

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  • James Brown & Stephan Grzeskowiak & Chekitan Dev, 2009. "Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms," Marketing Letters, Springer, vol. 20(2), pages 139-154, June.
    • Handle: RePEc:kap:mktlet:v:20:y:2009:i:2:p:139-154
    DOI: 10.1007/s11002-008-9053-2
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    References listed on IDEAS

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    1. Parsa, H. G., 1999. "Interaction of Strategy Implementation and Power Perceptions in Franchise Systems: An Empirical Investigation," Journal of Business Research, Elsevier, vol. 45(2), pages 173-185, June.
    2. Simpson, James T. & Mayo, Donna T., 1997. "Relationship management: A call for fewer influence attempts?," Journal of Business Research, Elsevier, vol. 39(3), pages 209-218, July.
    3. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
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    Citations

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    Cited by:

    1. Jody Crosno & Chris Manolis & Robert Dahlstrom, 2013. "Toward understanding passive opportunism in dedicated channel relationships," Marketing Letters, Springer, vol. 24(4), pages 353-368, December.
    2. Wang, Lei & Zhang, Chun & Jiang, Fuming, 2019. "Matching governance mechanisms with transaction-specific investment types and supplier roles: An empirical study of cross-border outsourcing relationships," International Business Review, Elsevier, vol. 28(2), pages 316-327.
    3. Wesley James Johnston & Angelina Nhat Hanh Le & Julian Ming-Sung Cheng, 2018. "A meta-analytic review of influence strategies in marketing channel relationships," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 674-702, July.
    4. Yang, Qian & Geng, Ruoqi & Jiang, Yisa & Feng, Taiwen, 2021. "Governance mechanisms and green customer integration in China: The joint effect of power and environmental uncertainty," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 149(C).
    5. Sean M. Handley & Corey M. Angst, 2015. "The impact of culture on the relationship between governance and opportunism in outsourcing relationships," Strategic Management Journal, Wiley Blackwell, vol. 36(9), pages 1412-1434, September.
    6. Chun Zhang & Julie Juan Li & Ying Huang, 2017. "Sustaining relationships after opportunism and misunderstanding: the role of formalization and socialization," Marketing Letters, Springer, vol. 28(2), pages 305-319, June.
    7. Jia, Fang & Wei, Liyuan & Jiang, Ling & Hu, Zuohao & Yang, Zhilin, 2021. "Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness," Journal of Business Research, Elsevier, vol. 131(C), pages 69-80.
    8. Kloyer, Martin & Scholderer, Joachim, 2012. "Effective incomplete contracts and milestones in market-distant R&D collaboration," Research Policy, Elsevier, vol. 41(2), pages 346-357.
    9. Roland Helm & Martin Kloyer & Christin Aust, 2018. "R&D Collaboration Between Firms: Hard And Soft Antecedents Of Supplier Knowledge Sharing," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 24(01), pages 1-42, December.

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