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Reduction of Tension Effects on Partner Evaluation
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.ORCID iD: 0000-0002-9707-7068
Mälardalen University, Västerås.
Örebro University.
2018 (English)In: Marketing Intelligence & Planning, ISSN 0263-4503, E-ISSN 1758-8049, Vol. 36, no 4, p. 425-439Article in journal (Refereed) Published
Abstract [en]

Purpose: This paper examines how tension management as a means of achieving compromise and overcoming minor conflicts reduces the effects of the opportunism and bargaining costs of relationships on the evaluation of business partners. The paper proposes and tests a theoretical model with a full-information approach using structural equation modeling.

Design/methodology/approach: Our dataset was based on 312 observations from a unique survey based on a business-to-business relationship sample in Sweden. The measurements reflect the effects of partner opportunism, bargaining costs, and tension management on partner evaluations.

Findings: Our findings corroborate that partner opportunism and bargaining costs have a negative impact on partner evaluation. In addition, our model shows that tension management weakens the negative effects of opportunism and bargaining costs on the evaluation.

Originality/value: This study offers evidence on how negative effects are reduced through intervening constructs. With most studies focusing on the positive side of relationships, this paper makes an important contribution to the literature through not only describing negative effects, but also how these can be decreased.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2018. Vol. 36, no 4, p. 425-439
Keyword [en]
Opportunism, bargaining cost, tension management, partner evaluation, relationship
National Category
Business Administration
Research subject
Accounting and Control
Identifiers
URN: urn:nbn:se:ltu:diva-67422DOI: 10.1108/MIP-11-2017-0271ISI: 000431408500002OAI: oai:DiVA.org:ltu-67422DiVA, id: diva2:1178542
Note

Validerad;2018;Nivå 2;2018-05-15 (andbra)

Available from: 2018-01-30 Created: 2018-01-30 Last updated: 2018-06-13Bibliographically approved

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Pesämaa, Ossi

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
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  • Other locale
More languages
Output format
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