- 권한신청
- P-ISSN1738-3110
- E-ISSN2093-7717
- SCOPUS, ESCI
The Effect of Relationship Incompatibility on Relationship Termination Intention in B2B Transaction
The Effect of Relationship Incompatibility on Relationship Termination Intention in B2B Transaction
YI, Ho-Tack (Business Department, Keimyung University)
SON, Mikyoung (Business Department, Keimyung University)
Abstract
Purpose: The purpose of this study is to derive a strategy to manage the relationship termination intention of the partner in a B2B transaction. To achieve this goal, the relationship compatibility was classified into goal incongruity, domain dissensus, perception difference, and verified the effects of these variables on relationship termination intention. Trust which is well known as a variable which develops the relationship and prevents relationship termination is used as a moderating variable in this study. This study identifies and highlights which relationship incompatibility increases relationship termination intention more when trust is high and when it is low. Research design, data, and methodology: The data of this study were obtained via an interview with 274 purchasing decision makers. Results: It was found that goal incongruity and domain dissensus increased the partner's relationship termination intention. Trust amplified the effect of goal incongruity which increased relationship termination intention, but reduced the effect of domain dissensus which increase relationship termination intention. Conclusions: Through this research, it has emerged that the relationship can be terminated because of high trust. If a partner has a high level of trust in the past in a company, it should take more care not to perceive goal incongruity.
- keywords
- Relationship Termination Intention, Goal Incongruity, Domain Dissensus, Perception Difference, Trust
참고문헌
Aiken, L. S., West, S. G., & Reno, R. R. (1991). Multiple regression: Testing and interpreting interactions. New York:Sage.
Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42-58.
Assael, H. (1968). The political role of trade associations in distributive conflict resolution. Journal of Marketing, 32(2), 21-28.
Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74-94.
Baldwin, D. A. (1971). The power of positive sanctions. World Politics, 24(1), 19-38.
Baxter, L. A. (1985). Accomplishing relationship disengagement. In Beverly Hills, Steve Duck, and Daniel Perlmand (eds.), Understanding personal relationships (pp.243-265), CA: Sage Publications, Inc.,.
Bollen, K. A. (1989). A new incremental fit index for general structural equation models. Sociological Methods & Research, 17(3), 303-316.
Bono, J. E., Boles T. L., Judge T. A., & Lauver, K. J. (2002) The Role of Personality in Task and Relationship Conflict. Journal of Personality, 70(3), 311- 344.
Caldwell, C., Davis, B. & Devine, J. A. (2008), Trust, Faith, and Betrayal: Insights from Management for the Wise Believer. Journal of Business Ethics, 84, 103-114
Clark, M. S., & Waddell, B. (1985). Perceptions of exploitation in communal and exchange relationships. Journal of Social and Personal Relationships, 2(4), 403-418.
Das, T. K. (2006). Strategic alliance temporalities and partner opportunism. British Journal of Management, 17(1), 1-21.
Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer–seller relationships. Journal of Marketing, 61(2), 35-51.
Doyle, P., Corstjens, M., & Michell, P. (1980). Signals of vulnerability in agency-client relations. Journal of Marketing, 44(4), 18-23.
Duck, S. (1982). A topography of relationship disengagement and dissolution. Personal Relationships, 4, 1-30.
Durden, G., Orsman, T., & Mitchell, P. C. N. (1997). Commonalities in the reasons for switching advertising agencies: corroboratory evidence from New Zealand. International Journal of Advertising, 16(1), 62-69.
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyerseller relationships. Journal of Marketing, 51(2), 11-27.
Dyer, B., & Song, X. M. (1997). The impact of strategy on conflict: A cross-national comparative study of US and Japanese firms. Journal of International Business Studies, 28(3), 467-493.
Elangovan, A. R., & Shapiro, D. L. (1998). Betrayal of trust in organizations. Academy of Management Review, 23(3), 547-566.
Fagenson, E. A., & Cooper, J. (1987). When push comes to power:A test of power restoration theory's explanation for aggressive conflict escalation. Basic and Applied Social Psychology, 8(4), 273-293.
Finkel, E. J., Rusbult, C. E., Kumashiro, M., & Hannon, P. A.(2002). Dealing with betrayal in close relationships: Does commitment promote forgiveness. Journal of Personality and Social Psychology, 82(6), 956-974.
Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1-19.
Grégoire, Y., & Fisher, R. J. (2008). Customer betrayal and retaliation: when your best customers become your worst enemies. Journal of the Academy of Marketing Science, 36(2), 247-261.
Halinen, A., & Tähtinen, J. (2002). A process theory of relationship ending. International Journal of Service Industry Management, 13(2), 163-180.
Herzberg, F. (1965). The motivation to work among Finnish supervisors. Personnel Psychology, 18(4), 393-402.
Herzberg, F., Mausner, B., & Snyderman, B. B. (1959). The motivation to work. New York: Wiley.
Hocutt, M. A. (1998). Relationship dissolution model: antecedents of relationship commitment and the likelihood of dissolving a relationship. International Journal of Service Industry Management, 9(2), 189-200.
Jap, S. D., & Ganesan, S. (2000). Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment. Journal of Marketing Research, 37(2), 227-245.
Jones, M. A., Mothersbaugh, D. L., & Beatty, S. E. (2002). Why customers stay: measuring the underlying dimensions of services switching costs and managing their differential strategic outcomes. Journal of Business Research, 55(6), 441-450
Kim H. (2016). The Effects of the Benefit-Sharing Activities through Dynamic Trust on Re-contract Intention in FoodsService Franchisers, Journal of Distribution Science, 14(7), 101-114.
Kong, L., Ma, Z., Ji S., & LI, J. (2020). The Mediating Effect of Empathy on the Relationship between Cultural Intelligence and Intercultural Adaptation in Intercultural Service Encounters, Journal of Asian Finance, Economics and Business, 7(2), 169~180.
Maddox, R. N. (1981). Two-factor theory and consumer satisfaction: replication and extension. Journal of Consumer Research, 8(1), 97-102.
Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709-734.
Meschi, P. X., & Roger, A. (1994). Cultural context and social effectiveness in international joint ventures. MIR:Management International Review, 3(34), 197-215.
Michell, P. C. (1987). Auditing of agency-client relations. Journal of Advertising Research, 26(6), 29-41.
Mishra, A. K. (1996). Organizational responses to crisis. In R. M. Kramer & T. Tyler (eds.), Frontiers of theory and research. Trust in organizations. Newbury Park, CA: Sage.
Mohr, J., & Nevin, J. R. (1990). Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing, 54(4), 36-51.
Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38.
Nunnally, J. C., & Bernstein, I. H. (1994). Psychological theory. New York: McGraw-Hill.
Oliver, R. L., & Brief, A. P. (1978). Determinants and consequences of role-conflict and ambiguity among retail sales managers. Journal of Retailing, 53(4), 47-90.
Ping Jr, R. A. (1993). The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect. Journal of Retailing, 69(3), 320-352.
Ping Jr, R. A. (1995). Some uninvestigated antecedents of retailer exit intention. Journal of Business Research, 34(3), 171-180.
Ping Jr, R. A. (1997). Voice in business-to-business relationships:Cost-of-exit and demographic antecedents. Journal of Retailing, 73(2), 261-281.
Rousseau, D. M., Sitkin, S. B., Burt, R. S., & Camerer, C. (1998). Not so different after all: A cross-discipline view of trust. Academy of Management Review, 23(3), 393-404.
Slater, S. F., & Narver, J. C. (1994). Does competitive environment moderate the market orientation-performance relationship. Journal of Marketing, 58(1), 46-55.
Song, X. M., Xie, J., & Dyer, B. (2000). Antecedents and consequences of marketing managers’ conflict-handling behaviors. Journal of Marketing, 64(1), 50-66.
Stern, L., & Gorman, R. (1969). Conflict in Distribution Channels: An Exploration. in Louis Stem (ed), Distribution Channels:Behavioral Dimensions (pp.156-175), New York: HoughtonMifflin Company.
Swan, J. E., & Combs, L. J. (1976). Product Performance and Consumer Satisfaction: A New Concept: An Empirical Study Examines the Influence of Physical and Psychological Dimensions of Product Performance on Consumer Satisfaction. Journal of Marketing, 40(2), 25-33.
Tähtinen, J., & Halinen, A. (2002). Research on ending exchange relationships: a categorization, assessment and outlook. Marketing Theory, 2(2), 165-188.
Taylor, S. A., & Baker, T. L. (1994). An assessment of the relationship between service quality and customer satisfaction in the formation of consumers' purchase intentions. Journal of Retailing, 70(2), 163-178.
Thanh,V., & Toan, N. (2018). The Relationship between Organizational Justice and Social Loafing in Ho Chi Minh City, Vietnam, Journal of Asian Finance, Economics and Business, 5(3), 179-183.
Tjosvold, D. (1991). The conflict-positive organization: Reading, MA: Addison-Wesley.
Yi H. (2018). An Empirical Study on B2B Governance Mechanisms and Relationship Outcomes in Franchise Systems, Journal of Distribution Science, 16(11), 65-72.
Yi, H., Lee, J., & Dubinsky, A. J. (2010). An empirical investigation of relational conflicts in co-marketing alliances. Journal of Business-to-Business Marketing, 17(3), 249-278.
Young, L., & Denize, S. (1995). A concept of commitment:alternative views of relational continuity in business service relationships. Journal of Business & Industrial Marketing, 10(5), 22-37.
Zucker, L. G. (1986). Production of trust: Institutional sources of economic structure, 1840-1920. Research in Organizational Behavior, 8, 53-111.
- 다운로드 수
- 조회수
- 0KCI 피인용수
- 0WOS 피인용수