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Unfolding the impacts of transaction-specific investments: Moderation by out-of-thechannel-loop perceptions and achievement orientations

Mo, C., Yu, T., de Ruyter, K. and Chen, C. (2017). Unfolding the impacts of transaction-specific investments: Moderation by out-of-thechannel-loop perceptions and achievement orientations. Industrial Marketing Management, doi: 10.1016/j.indmarman.2017.10.002

Abstract

When distribution channel partners make specific investments, tailored to a particular supplier, it could prompt either opportunism or beneficial (e.g., extra-role) behaviors. The impact of the investment in turn may depend on whether the channel partner perceives that it is being left out of the channel loop by the supplier, as well as that partner’s achievement orientation. This study considers a sample of 155 IT professional service firms and finds that their knowledge-intensive, transaction-specific investments (TSIs) encourage distinct behavioral intentions. If they perceive that the supplier is leaving them out of the channel loop, the effects of the TSIs get amplified in relation to opportunistic and extra-role behavioral intentions. Furthermore, the firms’ achievement orientation moderates these influences. Suppliers thus should attend closely to achievement-oriented partners to ensure they do not perceive that they have been left out of the channel loop.

Publication Type: Article
Additional Information: © 2017, Elsevier. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/
Publisher Keywords: Out-of-the-channel-loop perceptions, Transaction-specific investments, Achievement orientation, Opportunism behavioral intentions, Extra-role behavioral intentions
Departments: Cass Business School > Management
URI: http://openaccess.city.ac.uk/id/eprint/18369
[img] Text - Accepted Version
This document is not freely accessible until 23 October 2019 due to copyright restrictions.
Available under License Creative Commons Attribution Non-commercial No Derivatives.

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