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http://hdl.handle.net/10397/93627
Title: | The effect of distributors' relationship exploration on relationship quality under market uncertainty | Authors: | Zhang, TJ Tse, SY Wang, DT Gu, FF |
Issue Date: | Feb-2021 | Source: | Industrial marketing management, Feb. 2021, v. 93, p. 344-355 | Abstract: | While relationship exploration, or seeking alternative exchange partners, is a ubiquitous marketing channel strategy when facing a volatile marketing environment, how this strategy affects a firm's incumbent relationship is unclear. Drawing upon resource dependency theory and the dynamic capabilities perspective, we argue that a distributor's relationship exploration does not destruct but rather improves the existing relationship by enhancing the focal distributor's dynamic capabilities (e.g., absorptive capability and innovative capability) that are essential in volatile environments. However, the ultimate influence of this strategy via dynamic capabilities is contingent upon the careful alignment of dynamic capabilities with market conditions. Using a sample of electronic component distributors in China, this study confirms the role of dynamic capabilities as underlying mechanisms in the influence of relationship exploration on relationship quality. Moreover, we find that market uncertainty varies the effects of dynamic capabilities differentially; it strengthens the effect of absorptive capability, while it weakens that of innovative capability. | Keywords: | Channel relationship exploration Dynamic capabilities Market uncertainty |
Publisher: | Elsevier | Journal: | Industrial marketing management | ISSN: | 0019-8501 | EISSN: | 1873-2062 | DOI: | 10.1016/j.indmarman.2020.12.005 | Rights: | © 2020 Elsevier Inc. All rights reserved. © 2020. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/. The following publication Zhang, T. J., Tse, S. Y., Wang, D. T., & Gu, F. F. (2021). The effect of distributors' relationship exploration on relationship quality under market uncertainty. Industrial Marketing Management, 93, 344-355 is available at https://dx.doi.org/10.1016/j.indmarman.2020.12.005. |
Appears in Collections: | Journal/Magazine Article |
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MM-0038_Gu_Effect_Distributors_Relationship.pdf | Pre-Published version | 582.88 kB | Adobe PDF | View/Open |
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