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An exploratory examination of shared values in channel relationships

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  • Kashyap, Vishal
  • Sivadas, Eugene
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    Abstract

    Shared values can have a significant influence in motivating channel members to achieve channel objectives. However, limited research examines the role of shared values in influencing channel outcomes and important questions on the role of shared values in channel relationships remain unanswered. Using social influence theory, this study develops a conceptual model that identifies perceived fairness and relationship quality as antecedents of shared values in channel relationships. Data from a franchise context shows that perceived fairness is important in developing relationship satisfaction, trust, and commitment. In addition, shared values motivate channel members to perform role requirements and to rise above and beyond role requirements to perform extra-role behaviors that are beneficial to achieving channel goals. The study also discusses theoretical and managerial implications.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311000415
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 65 (2012)
    Issue (Month): 5 ()
    Pages: 586-593

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    Handle: RePEc:eee:jbrese:v:65:y:2012:i:5:p:586-593

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Shared values; Fairness; Interorganizational relationships; In-role behavior; Extra-role behavior; Franchising;

    References

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    1. Liu, Yi & Li, Yuan & Zhang, Leinan, 2010. "Control mechanisms across a buyer-supplier relationship quality matrix," Journal of Business Research, Elsevier, vol. 63(1), pages 3-12, January.
    2. Stephen, Andrew T. & Coote, Leonard V., 2007. "Interfirm behavior and goal alignment in relational exchanges," Journal of Business Research, Elsevier, vol. 60(4), pages 285-295, April.
    3. Brown, James R. & Cobb, Anthony T. & Lusch, Robert F., 2006. "The roles played by interorganizational contracts and justice in marketing channel relationships," Journal of Business Research, Elsevier, vol. 59(2), pages 166-175, February.
    4. Pullig, Chris & Maxham, James III & Hair, Joseph Jr., 2002. "Salesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity," Journal of Business Research, Elsevier, vol. 55(5), pages 401-415, May.
    5. Kathleen M. Eisenhardt, 1985. "Control: Organizational and Economic Approaches," Management Science, INFORMS, vol. 31(2), pages 134-149, February.
    6. W. Chan Kim & Renée A. Mauborgne, 1996. "Procedural Justice and Managers' In-Role and Extra-Role Behavior: The Case of the Multinational," Management Science, INFORMS, vol. 42(4), pages 499-515, April.
    7. Brashear, Thomas G. & Brooks, Charles M. & Boles, James S., 2004. "Distributive and procedural justice in a sales force context: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 86-93, January.
    8. Rauyruen, Papassapa & Miller, Kenneth E., 2007. "Relationship quality as a predictor of B2B customer loyalty," Journal of Business Research, Elsevier, vol. 60(1), pages 21-31, January.
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    Cited by:
    1. Muriel Fadairo & Cintya Lanchimba, 2012. "Performance in distribution systems : What is the influence of the upstream firm's organizational choices ?," Working Papers halshs-00727382, HAL.
    2. Muriel Fadairo & Cintya Lanchimba Lopez, 2012. "Performance in distribution systems : What is the influence of the upstream firm’s organizational choices ?," Working Papers 1224, Groupe d'Analyse et de Théorie Economique (GATE), Centre national de la recherche scientifique (CNRS), Université Lyon 2, Ecole Normale Supérieure.

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