Buyer-supplier relational characteristics and joint decision making

This paper explores propositions dealing with the influence of buyer-supplier relational characteristics on their joint decision making. Specifically, the proposed conceptual framework focuses on the link between three relational constructs (trust, commitment, relationship maturity) and two types of joint decision making (strategic and tactical). Strategic decisions are those that “expand the pie” for both parties (integrative decisions), and tactical decisions are those that “divide the pie” between the two parties (distributive decisions). We propose that the effect of relational characteristics on joint decision making is likely to be moderated by the characteristics of the supplier organization (such as team orientation) and its environment (such as competitive intensity). We conclude with a brief discussion of the implications and possible extensions of the theoretical model.     

Promoting Stewardship Behavior in Organizations: A Leadership Model

This article explores the relational and motivational leadership behaviors that may promote stewardship in organizations. I conceptualize stewardship as an outcome of leadership behaviors that promote a sense of personal responsibility in followers for the long-term wellbeing of the organization and society. Building upon the themes presented in the stewardship literature, such as identification and intrinsic motivation, and drawing from other research streams to include factors such as interpersonal and institutional trust and moral courage, I posit that leaders foster stewardship in their followers through various relational, motivational, and contextually supportive leadership behaviors.     

Institutional trust and repurchase intention in the sharing economy: The moderating roles of information privacy concerns and security concerns

The sharing economy has accumulated a great number of experienced users, which makes repurchase behaviors a major concern. This research concentrates on two types of institutional trust, namely, trust in the platform and trust in the community of providers, and their various effects in shaping repurchase intention under different conditions specified by the innate human perception of risks. Drawing upon the privacy calculus model, we identify two types of risk-related perceptions, i.e., information privacy concerns and security concerns, as the primary situational factors for trust to take effect. We then propose a model to illustrate how these two types of trust operate under the boundary conditions specified by information privacy concerns and security concerns. Our findings based on experienced users of sharing accommodation platforms in China suggest that both types of institutional trust can promote repurchase intention, and their effects are moderated by both information privacy concerns and security concerns to varying extents. In doing so, our study contributes to the existing studies by confirming the essential role of institutional trust in driving repurchase behaviors and by adding a new understanding of institutional trust in platform-based businesses such as the sharing economy.     

Effects of an External Consultant on JIT Implementation

ABSTRACT

The point of view of customers has been neglected by most of the relationship marketing literature. This paper, which draws on the Morgan and Hunt's commitment-trust theory (1994), proposes a model that explains the causal origins of relational commitment and highlights the role of trust as a central antecedent rather than other economic variables. In fact, consumer's trust in the firm's intentions and values turns out to be the most significant antecedent of a solid and lasting commitment. The model is tested for the relationship that customer develops with their usual garages.     

Influence of customer–firm relationships on customer participation in the service industry

Previous research has focused on relationship value and outcome as ‘consequence variables’ of customer participation (CP). This study examines customer–firm relationships as an ‘antecedent variable’ of CP. Early contact and relationships with customers build confidence in the service encounter and create customer trust, which leads to commitment and improves customer cooperation. Likewise, interaction and relationship building in the service encounter encourage active customer cooperation and participation in the later stages of interaction. This study analyzes the influence of relational antecedent factors affecting customer participation intention, examines the moderating effects of customer relationship proneness, and suggests some theoretical and practical implications.     

Social trust and angel investors' decisions: A multilevel analysis across nations

The decisions made by angel investors are embedded in and influenced by their institutional settings. This paper advances a multilevel model of the direct and indirect effects of social trust on individuals' angel-investment decisions. It is postulated that two dimensions of social trust, namely the level and radius, can enhance information transmission, collaboration, and sanctioning mechanisms within a society. Consequently, they facilitate angel investment and moderate the relationship between it and individual factors. A multilevel model of data from 191,907 individuals across 25 countries shows that individuals in countries with a high level of trust are more likely to make angel investments. Whereas both the level of trust and the radius of trust are found to heighten the positive relationship between an individual's perceived entrepreneurial skills and angel investment, it is interesting to note that these factors weaken the relationship between the perception of new business opportunities and angel investment. These direct and moderating effects are robust after controlling for wealth, cultural values, and other factors. This study contributes to the crossover between research on entrepreneurship and social-trust research.     

The Impact of Relation-Specific Investments on Channel Performance: Focusing on Mediators

This study investigates the mediating mechanisms through which relation-specific investments (RSIs) can contribute to channel performance in China. We distinguish between property-based RSIs and knowledge-based RSIs and propose that these two types of RSIs rely on different governance mechanisms to impact channel performance. Specifically, although property-based RSIs prompt the drafting and utilization of formal contracts, they promote channel performance through relationship communication. In contrast, knowledge-based RSIs enhance relational trust and relationship communication, which can increase the profitability of the channel relationship. However, both types of RSIs can enhance channel performance directly. Our study shows that relationship communication plays an important role in strengthening the effects of governance mechanisms for both types of RSIs in China. In addition, relational governance mechanisms have greater effects than formal contracts on channel performance. These results enrich our understanding of RSIs in the emerging market.     

Marketing channel relationships in China: A review and integration with an institution-based perspective

Because marketing channel research is predominantly conducted in the Western world, marketing channel theories and practices may not be generalizable to Chinese markets. Despite the rapid growth of Chinese economies and their increasing importance to the global economy, our understanding of marketing channels in China is limited. This research reviews and integrates studies of marketing channels in the Chinese context. From an institution-based perspective, we develop a set of propositions focusing on issues such as guanxi, trust and dependence. We explore the impact of Chinese institutional environments (regulatory, normative and cultural) on marketing channels. Lastly, we offer suggestions to help firms adapt their channel operations to Chinese markets.     

'One brand,three ways to shop': situational variables and multichannel consumer behaviour

To counter the growth in online retailing, high street retailers are increasingly adopting multichannel distribution strategies, seeking to target individual consumers via both physical and electronic channels as multiple routes to purchase. In order to develop successful marketing strategies within this environment, however, an understanding of consumer selection between available purchase channels is clearly needed. This paper explores the issue of shopping mode selection from an environmental psychology perspective, applying a traditional Belkian analysis of situational variables in a longitudinal study of consumer channel selection decisions. Preliminary findings from an empirical study of consumers of a leading UK fashion retailer are reported which reveal significant differences in the prevalence of different Belkian variables between shopping modes, suggesting a major role for situational influence during the channel selection process.     

Host country institutional pressures and cross-border relationship governance

This study examines the effects of transaction cost, strategic positioning and institutional factors on the governance of international relationships. A firm's product differentiation strategy and export market ethnocentricity are identified as antecedents to specific investments, whereas state influences in the export market are identified as an antecedent to relationship governance. The hypotheses are empirically tested on a sample of 160 international business-to-business relationships. The results show that both product differentiation and export market ethnocentricity impact the level of specific investments, and state influences make it difficult to use both formal contracting and relational norms as governance mechanisms. Furthermore, specific investments made by the supplier are positively related to formal contracting, and product differentiation is positively related to relational norms.     

Socially responsible consumption in Russia: Testing the theory of planned behavior and the moderating role of trust

This paper adopts a multilevel approach to explore how socially responsible consumer behavior (SRCB) is shaped by a combination of micro‐level psychological drivers and specifics of the institutional context in which the behavior is performed. The model first applies the theory of planned behavior (TPB) to test the effects of TPB‐based behavioral predictors on the SRCB. Broad‐scope trust in business (BST) is then applied to the model as a variable that characterizes quality of an informal institutional environment, hypothesizing that BST moderates the relationship between TPB‐based behavioral antecedents and SRCB. The paper is based on a survey of 466 Russian consumers. Data were collected by self‐administered questionnaires completed by students and alumni of a large public university in Moscow. Results show that BST moderates the effects of TPB‐based predictors on SRCB. This implies that consumers who believe that the business is overall trustworthy are more likely to take company’s corporate social responsibility (CSR) into account when making purchasing decisions. This study contributes to the multilevel research on SRCB and CSR and adds to the literature on public trust in business as a nascent area of study. Its findings are especially relevant for companies operating in low‐trust environments, including postsocialist economies.     

Relational Contracting and Distribution Channel Cohesion

This study attempts to test a relational contracting model of distribution channels in the context of the international salmon industry, using data from three successive channel levels. Relational contracting norms were found to be positively associated with channel cohesion, as defined by convergent perceptions across channel levels. Channel formalization was found to correlate positively and channel centralization correleated negatively with relational contracting norms of reliance, solidarity and mutuality. A contracting framework consistent with a political economy model is suggested for future channel studies.     

跨组织视角下的营销渠道治理:制度环境的影响(英文)

营销渠道研究是营销研究的一个重要组成部分。随着市场中竞争性环境的变化以及营销理论的发展,营销渠道研究的关注点从强调效率和利益转向强调权力和冲突,进而转向联网以及关系和联盟。在研究渠道治理过程方面,以往的营销渠道研究大多采用以效率为基础的任务环境视角,而在很大程度上忽视了以合理性为基础的制度环境方法。本文提出,营销渠道从本质上说是一种制度安排和跨组织关系。因此,企业在治理营销渠道时,必须关注其决策和行为的接受度与认可度。本文先是回顾了营销渠道治理和跨组织关系方面的理论与研究,进而从中吸收有价值的观点,提出了理论框架和一些命题,并通过两则案例研究进行解释和检验。     

社会资本视角下后疫情时代城市居民乡村旅游意向研究

以往关于乡村旅游意向的研究,关注点较多为旅游者自身的特点,忽视了旅游者与乡村人员之间的关系可能发挥的作用。文章引入社会资本为前因变量、心理距离为中介变量,通过调研探讨了后疫情时代城市居民的乡村旅游意向。首先,关系信任与共同愿景会降低城市居民的心理距离,进而提高其乡村旅游意向,而交互联结的影响并不显著;其次,心理距离对乡村旅游意向具有显著的负向影响;最后,心理距离在关系信任和共同愿景与乡村旅游意向之间发挥中介作用。文章是首次将社会资本三个维度运用到我国乡村旅游现象中的实证研究,研究结论可以帮助后疫情时代乡村了解和运用社会资本,重视心理距离的影响,制定更加灵活有效的乡村旅游发展策略。     

The Impact of Relational Variables on Value Creation in Buyer–Seller Business Relationships

Purpose: This research was aimed at attaining a deeper knowledge of how customer value creation can be improved in business markets. Although trust and commitment (as relational governance mechanisms) appear to have a positive effect on customer value creation, limited empirical evidence exists about the combined effect of the aforementioned variables on improving customer value creation. This article studies why trust and commitment are key precursors to improving customer value creation in commercial relationships among companies.

Methodology: Following a review of the literature, we introduce and contrast a conceptual model on a sample of 181 manufacturing companies located in Spain by means of a structural equation system.

Originality: The study of these causal relationships is relevant because it provides greater knowledge of the role played by the key relational variables of trust and commitment on improving customer value creation in business markets. These variables also have an important influence on the development and maintenance of a relationship in the long term and have been the focus of recent marketing research.

Findings: The empirical results reveal that: (1) distributor commitment is a direct and positive antecedent of value creation in a relationship, understood from a functionalist perspective; (2) distributor trust, the other relational variable, has an indirect effect on value creation through the distributor's commitment; and (3) this research does not tie in with previous studies that found that direct value-creating functions have a multiple-component nature representing a second-order factor.     

Trust and controllability in venture capital fundraising

This study discusses a model of success in venture capital (VC) fundraising. We develop this model based on agency and trust theory. The model is tested against quantitative data collected from 151 limited partners (LP) with headquarters predominantly in North America and Europe. Beyond the well-known criterion of the VC firm's track record, results suggest that trust and perceived controllability shape the investment decisions of those LPs. Moreover, antecedents of these main factors are evaluated. In sum, this study shows how fundraising VC firms can systematically manage the fundraising process.     

Rethinking Catalogue and Online B2B Buyer Channel Preferences in the Education Supplies Market

The purpose of this study is to better understand B2B paper-based catalogue and online buying channel determinants in the education supplies sector by identifying factors that are critical in determining buyer channel preferences. A conceptual model was developed and empirically tested using self-report survey data from 316 B2B New Zealand educational institutions and analyzed with Hayes PROCESS macro (SPSS). The findings indicate that catalogue is the preferred channel for B2B educational buyers. The most important determinant of channel preference is channel experience. The catalogue and online channels appear to be less substitutable in B2B markets then proposed by B2C market studies. Structural assurance (trust, security, safeguards, and robustness) is a significant predictor of general channel satisfaction, and online channel preference, but not catalogue channel preference. The study results benefit practitioners in the development and implementation of channel strategies by providing a better understanding of the factors that determine online and catalogue channel preference in B2B markets. This study is the first to empirically demonstrate the influence and importance of structural assurance in catalogue channels, while channel experience supported by structural assurance significantly influences online channel choice. These findings indicate that determinants of channel preference found in B2C studies cannot be uncritically transferred to the B2B domain. The research also suggests that existing B2B channel adoption and preference drivers are different from B2C, and B2C research is not necessarily applicable in the B2B context.     

How do relational bonds affect user engagement in e-commerce livestreaming? The mediating role of trust

E-commerce livestreaming depends heavily on user engagement. However, the effect of relational bonds (i.e., financial bonds, social bonds, and structural bonds) on user engagement in e-commerce livestreaming has not been well understood. Our study develops a conceptual model to investigate the impacts of relational bonds on user engagement and addresses the mediating role of trust. We collected data from users of the DianTao App. The results show that social bonds and structural bonds positively affect user engagement, while financial bonds have no direct impact on user engagement. Financial bonds, social bonds, and structural bonds are positively related to trust in the broadcaster. Similarly, financial bonds, social bonds, and structural bonds are also positively associated with trust in the platform. Furthermore, trust in the broadcaster and trust in the platform directly affects user engagement, fully mediating the impact of financial bonds on user engagement, while partially mediating the impacts of social bonds and structural bonds on user engagement. In addition, we find that experience moderates the mediating effects of trust between relational bonds and user engagement. The findings of this study provide useful insights for operators who should invest in building relational bonds and user trust to improve user engagement in e-commerce livestreaming.     

Should manufacturers open live streaming shopping channels?

Live streaming shopping, as a novel sales channel, has caught much attention from researchers and practitioners. Its unique features, such as the commission rate, fixed fee and number of followers of the live streamer, appear different from traditional wholesale-contract sales channels. But few studies have examined the impact of these factors on manufacturers’ opening live streaming shopping channel decisions. To address this gap, we develop game theoretic models to examine whether a manufacturer should hire a live streamer to open a live streaming shopping channel on an e-commerce platform where the manufacturer's direct channel and third-party e-retailer co-exist. We consider the impact of the commission rate, fixed fee and number of followers of the live streamer on the operating decisions and profits of the manufacturer and e-retailer. Then we identify the threshold-conditions where the manufacturer and e-retailer are better off or worse off by opening a live streaming shopping channel. We show that opening a live streaming shopping channel may hurt or harm the manufacturer's profit, depending on the interaction of above three factors. The manufacturer may be willing to open a live streaming shopping channel when the commission rate and fixed fee are both small, or when the commission rate and number of followers are both large and the fixed fee is small. The e-retailer could also benefit from opening a live streaming shopping channel. These insights appear novel in the literature. We further show that opening a live streaming shopping channel could improve the consumer surplus. We extend our model to price competition to verify our main conclusions. These insights may help manufacturers decide whether or not to open live streaming shopping channels and help manufacturers and extant retailers develop optimal operating decisions and improve profits when participating in live streaming shopping.