oru.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Reduction of tension effects on partner evaluation
Luleå University of Technology, Luleå, Sweden.
Mälardalen University, Västerås, Sweden.
Örebro University, Örebro University School of Business. The Ratio Institute, Stockholm, Sweden.ORCID iD: 0000-0003-2632-6378
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: The purpose of this paper is to examine 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: The data set 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: The findings corroborate that partner opportunism and bargaining costs have a negative impact on partner evaluation. In addition, the 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
Keywords [en]
Relationship, Opportunism, Partner evaluation, Tension management
National Category
Business Administration
Identifiers
URN: urn:nbn:se:oru:diva-66997DOI: 10.1108/MIP-11-2017-0271ISI: 000431408500002Scopus ID: 2-s2.0-85043779921OAI: oai:DiVA.org:oru-66997DiVA, id: diva2:1206960
Available from: 2018-05-18 Created: 2018-05-18 Last updated: 2018-05-18Bibliographically approved

Open Access in DiVA

No full text in DiVA

Other links

Publisher's full textScopus

Authority records BETA

Öberg, Christina

Search in DiVA

By author/editor
Öberg, Christina
By organisation
Örebro University School of Business
In the same journal
Marketing Intelligence & Planning
Business Administration

Search outside of DiVA

GoogleGoogle Scholar

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 38 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf