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

Ce Mo, Ting Yu, Ko de Ruyter, Ching Fu Chen

Research output: Contribution to journalArticlepeer-review

4 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)17-26
Number of pages10
JournalIndustrial Marketing Management
Volume78
DOIs
Publication statusPublished - 2019 Apr

All Science Journal Classification (ASJC) codes

  • Marketing

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