Acquiescence and conflict in exchanges between inbound tour operators and their overseas outbound partners: A case study on Tanzania |
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| Affiliation: | 1. Department for Logistics, Molde University College—Specialized University in Logistics, Molde, Norway;2. Department for Management and Organisation, Kristiania University College, Oslo, Norway;1. School of Hotel and Tourism Management, The Hong Kong Polytechnic University, Kowloon, Hong Kong;2. Marriott Professor of Revenue Management, Department of Hospitality and Tourism Management, Pamplin College of Business, Virginia Tech, Blacksburg VA 24061, USA;1. Center for Hospitality and Tourism Research, School of Hospitality and Tourism Management, Oklahoma State University, 365 Human Sciences, Stillwater, OK 74078, USA;2. The Cecil B. Day School of Hospitality Administration, J. Mack Robinson College of Business, Georgia State University, 35 Broad Street NW #215, Atlanta, GA 30303, USA;3. School of Hospitality and Tourism Management, Oklahoma State University, 365 Human Sciences, Stillwater, OK 74078, USA;1. Circuito Mario de la Cueva, Ciudad de la Investigación en Humanidades, Ciudad Universitaria, C.P. 04510, Mexico;2. Instituto de Investigaciones Sociales, Universidad Nacional Autónoma de México, Posdoctoral Fellowship Program, Circuito Mario de la Cueva s/n, Ciudad de la Investigación en Humanidades, Ciudad Universitaria, CP 04510, Ciudad de México, Mexico |
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| Abstract: | Achieving partner acquiescence is critical in interfirm exchanges because it allows the focal firm to achieve its desired outcomes. Using a case study on dyadic relationships between inbound tour operators in Tanzania and their overseas outbound partners, this paper investigates the effect of partner irreplaceability and distributive fairness on acquiescence, and the subsequent effect that acquiescence has on conflict. The case study uses partial least squares structural equation modeling on data collected from 129 dyadic relationships. Results show that partner irreplaceability and distributive fairness are positively associated with acquiescence, which in turn reduces conflict. The effect of distributive fairness on acquiescence was found to be larger than that of irreplaceability. In addition, the direct effect of distributive fairness on conflict, although not hypothesised, was found to be significant. This emphasises the importance of distributive fairness, and its role as a possible buffer to conflict in less acquiescent exchanges. |
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| Keywords: | Partner irreplaceability Distributive fairness Acquiescence Conflict Interfirm exchange Tourism value chain |
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