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Opportunism, governance structure and relational norms: An interactive perspective

Author

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  • Paswan, Audhesh K.
  • Hirunyawipada, Tanawat
  • Iyer, Pramod

Abstract

Opportunism in inter-firm partnership has intrigued scholars and managers, and existing research has identified several governance structural dimensions as antecedents of opportunism. However, most have looked at these one by one. This study examines the effects of interactions between the dimensions of bureaucratic structure (formalization and participation) and relational norms (solidarity, role integrity, and mutuality) on opportunism among channel members. The results indicate that the interaction between formalization and solidarity enhances opportunism, while interaction between formalization and role integrity reduces opportunism. On the other hand, while the interaction between participation and solidarity reduces opportunism, participation's interaction with role integrity and mutuality seems to enhance opportunism. The implications of these findings are discussed in detail in the study.

Suggested Citation

  • Paswan, Audhesh K. & Hirunyawipada, Tanawat & Iyer, Pramod, 2017. "Opportunism, governance structure and relational norms: An interactive perspective," Journal of Business Research, Elsevier, vol. 77(C), pages 131-139.
    • Handle: RePEc:eee:jbrese:v:77:y:2017:i:c:p:131-139
    DOI: 10.1016/j.jbusres.2017.04.012
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    4. Tran, Phuong Nguyen Thu & Gorton, Matthew & Lemke, Fred, 2021. "When supplier development initiatives fail: Identifying the causes of opportunism and unexpected outcomes," Journal of Business Research, Elsevier, vol. 127(C), pages 277-289.
    5. Yin, Qiaoyi & Song, Dian & Lai, Fujun & Collins, Brian J. & Dogru, Ali K., 2023. "Customizing governance mechanisms to reduce opportunism in buyer–supplier relationships in the digital economy," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
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    7. Burström, Thommie & Wilson, Timothy L. & Wincent, Joakim, 2020. "Dynamics of after-sales managers’ strategizing work: What, why and how," Journal of Business Research, Elsevier, vol. 110(C), pages 119-131.
    8. Liu, Yen-Hung Steven & Deligonul, Seyda & Cavusgil, Erin & Chiou, Jyh-Shen, 2018. "Always trust in old friends? Effects of reciprocity in bilateral asset specificity on trust in international B2B partnerships," Journal of Business Research, Elsevier, vol. 90(C), pages 171-185.
    9. Jia, Fang & Wei, Liyuan & Jiang, Ling & Hu, Zuohao & Yang, Zhilin, 2021. "Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness," Journal of Business Research, Elsevier, vol. 131(C), pages 69-80.
    10. Miguel Hernández‐Espallardo & Narciso Arcas‐Lario & Jorge L. Sánchez‐Navarro & Gustavo Marcos‐Matás, 2022. "Curbing members' opportunism in first‐tier and federated agricultural marketing cooperatives," Agribusiness, John Wiley & Sons, Ltd., vol. 38(1), pages 195-219, January.

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