Reduction of Tension Effects on Partner Evaluation

Pesämaa, Ossi,1970-Luleå tekniska universitet,Industriell Ekonomi,Luleå University of Technology, Luleå, Sweden,Lulea Univ Technol, Lulea, Sweden. (författare)

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

Dahlin, Peter,1981-Mälardalens högskola,Industriell ekonomi och organisation,Mälardalen University, Västerås, Sweden(Swepub:mdh)pdn01 (författare)
Öberg, Christina,1970-Örebro universitet,Handelshögskolan vid Örebro Universitet,The Ratio Institute, Stockholm, Sweden,Orebro Univ, Orebro, Sweden.;Ratio Inst, Stockholm, Sweden.,Örebro universitet, Handelshögskolan vid Örebro Universitet,Örebro University, Sweden;The Ratio Institute, Sweden(Swepub:lnu)chobaa (författare)
Luleå tekniska universitetIndustriell Ekonomi (creator_code:org_t)

Ingår i:Marketing Intelligence & Planning: Emerald Group Publishing Limited36:4, s. 425-4390263-45031758-8049

Av författaren/redakt...: Pesämaa, Ossi, 1 ...; Dahlin, Peter, 1 ...; Öberg, Christina ...

Om ämnet

SAMHÄLLSVETENSKAP: SAMHÄLLSVETENSKA ...; och Ekonomi och näri ...; och Företagsekonomi

Av lärosätet: Luleå tekniska universitet; Örebro universitet; Mälardalens universitet; Karlstads universitet; Linnéuniversitetet

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