Reducing distributor opportunism in the export market: Effects of monitoring mechanisms, norm-based information exchange, and market orientation

Min Ju; Janet Y. Murray; Masaaki Kotabe; Gerald Yong Gao

doi:10.1016/j.jwb.2010.10.009

Reducing distributor opportunism in the export market: Effects of monitoring mechanisms, norm-based information exchange, and market orientation

Min Ju^*, Janet Y. Murray, Masaaki Kotabe, Gerald Yong Gao

^*Corresponding author for this work

Research output: Contribution to journal › Article › peer-review

33 Citations (Scopus)

Abstract

As monitoring mechanisms are critical to exporter-distributor relationships, the effectiveness of different types of monitoring mechanisms remains an important issue. Our study goes beyond the separate effects of monitoring mechanisms on opportunism, and tests the moderating effects of market orientation (MO) and norm-based information exchange on the monitoring mechanism-opportunism relationship. Based on survey data of 160 export ventures in China, we find that process control increases distributor opportunism, while norm-based information exchange and MO decrease it. Moreover, at high levels of norm-based information exchange and MO, the impact of process control on opportunism turns from positive to negative.

Original language	English
Pages (from-to)	487-496
Number of pages	10
Journal	Journal of World Business
Volume	46
Issue number	4
DOIs	https://doi.org/10.1016/j.jwb.2010.10.009
Publication status	Published - 2011 Oct
Externally published	Yes

Keywords

Market orientation
Norm-based information exchange
Opportunism
Output control
Process control

ASJC Scopus subject areas

Business and International Management
Finance
Marketing

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10.1016/j.jwb.2010.10.009

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abstract = "As monitoring mechanisms are critical to exporter-distributor relationships, the effectiveness of different types of monitoring mechanisms remains an important issue. Our study goes beyond the separate effects of monitoring mechanisms on opportunism, and tests the moderating effects of market orientation (MO) and norm-based information exchange on the monitoring mechanism-opportunism relationship. Based on survey data of 160 export ventures in China, we find that process control increases distributor opportunism, while norm-based information exchange and MO decrease it. Moreover, at high levels of norm-based information exchange and MO, the impact of process control on opportunism turns from positive to negative.",

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AU - Kotabe, Masaaki

AU - Gao, Gerald Yong

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AB - As monitoring mechanisms are critical to exporter-distributor relationships, the effectiveness of different types of monitoring mechanisms remains an important issue. Our study goes beyond the separate effects of monitoring mechanisms on opportunism, and tests the moderating effects of market orientation (MO) and norm-based information exchange on the monitoring mechanism-opportunism relationship. Based on survey data of 160 export ventures in China, we find that process control increases distributor opportunism, while norm-based information exchange and MO decrease it. Moreover, at high levels of norm-based information exchange and MO, the impact of process control on opportunism turns from positive to negative.

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KW - Norm-based information exchange

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KW - Output control

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Reducing distributor opportunism in the export market: Effects of monitoring mechanisms, norm-based information exchange, and market orientation

Abstract

Keywords

ASJC Scopus subject areas

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