The impact of social and contractual enforcement on reseller performance: the mediating role of coordination and inequity during adoption of a new technology
| Autor: | Talai Osmonbekov, Christian Chelariu, Wesley J. Johnston, Brian T. Gregory |
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| Rok vydání: | 2016 |
| Předmět: |
Marketing
Value (ethics) Mediation (statistics) Public economics business.industry media_common.quotation_subject 05 social sciences Context (language use) Public relations Structural equation modeling Survey methodology Originality 0502 economics and business 050211 marketing Business Reseller Business and International Management Enforcement 050203 business & management media_common |
| Zdroj: | Journal of Business & Industrial Marketing. 31:808-818 |
| ISSN: | 0885-8624 |
| Popis: | Purpose The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination. Design/methodology/approach A survey methodology was used to obtain responses from 224 decision-makers at reseller organizations. The data were analyzed using structural equation modeling. Findings It was found that both social and contractual enforcement impact relationship performance. Perceived inequity and coordination are important moderators of those relationships, as social enforcement increases coordination and reduces perceived inequity, while contractual enforcement increases perceived inequity. Originality/value While previous studies examined enforcement impact on coordination and conflict, this study links it to relationship performance. Importantly, enforcement’s relationship with perceived inequity is also examined in the context of B2B relationship. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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