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| Author: | Joshi, A. Arnold, S. |
| Title: | The impact of buyer dependence on buyer opportunism in buyer-supplier relationships: the moderating role of relational norms |
| Journal: | Psychology and Marketing
1997 : DEC, VOL. 14:8, p. 823-846 |
| Index terms: | MARKETING PSYCHOLOGY BUYING |
| Language: | eng |
| Abstract: | The impact of buyer dependence on opportunism against the supplier is examined in this research. Extant literature provides support for both a positive and an inverse relationship between these constructs. In this research, these competing predictions are subsumed under a more general model where the effect of dependence on opportunism is moderated by the level of relational norms present in the buyer-supplier relationship. Results of an experiment with purchasing managers and one replication are provided. |
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