When an interfirm relationship is ending: The dark side of managerial ties and relationship intimacy

Zhang Chuang; Du Nan; Zhang Xubing

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When an interfirm relationship is ending: The dark side of managerial ties and relationship intimacy

机译：当混合关系结束时：管理领带的黑暗面和关系亲密关系

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Close interfirm relationships have attracted considerable research attention because of their importance to firms' performance. However, the literature focused on relationships at the formation and maintenance stages; studies of relationship dissolution are relatively scarce. Drawing on social exchange, social capital and relational governance theories, and transaction cost economics, this study investigates how destructive acts affect a firm's intention to exit an exchange relationship and how this intention affects the firm's opportunistic behavior. It also explores the roles of managerial ties (i.e., business ties and political ties) and relationship intimacy in moderating these effects. Analysis of data from 158 distributors in China shows that suppliers' destructive acts tend to increase distributors' exit intention. Business ties positively moderate this effect, but political ties do not. Moreover, a distributor's exit intention is positively related to its opportunistic behavior, and relationship intimacy amplifies this effect. Theoretical and managerial implications of these results are discussed.

机译：由于重视企业的表现，密切的内部关系引起了相当大的研究。然而，文学专注于形成和维护阶段的关系;关系溶解的研究相对稀缺。借鉴社会交易，社会资本和关系治理理论，以及交易成本经济学，研究了破坏性的行为如何影响公司的意图退出交换关系以及这种意图如何影响公司的机会主义行为。它还探讨了管理联系（即，业务关系和政治关系）的角色以及适度促进这些效果的关系亲密关系。中国158家分销商的数据分析表明，供应商的破坏性行为倾向于增加分销商的出口意图。业务领带积极地调节这种效果，但政治关系不会。此外，经销商的出口意图与其机会主义行为正相关，并且关系亲密度放大了这种效果。讨论了这些结果的理论和管理含义。

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来源
《Journal of Business Research》 |2021年第3期|227-238|共12页
作者
Zhang Chuang; Du Nan; Zhang Xubing;
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作者单位

Dongbei Univ Finance & Econ Mkt Dalian Liaoning Peoples R China|Dongbei Univ Finance & Econ Sch Business Adm Dept Mkt 217 Jianshan St Dalian 116025 Liaoning Peoples R China;

China Business Execut Acad Dalian Liaoning Peoples R China|China Business Executives Acad High Tech Zone 777 Hongling Rd Dalian 116086 Peoples R China;

Hong Kong Polytech Univ Kowloon Hong Kong Peoples R China|Hong Kong Polytech Univ Fac Business Dept Management & Mkt Hung Hom Kowloon M801 Li Ka Shing Tower Hong Kong Peoples R China;

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正文语种 eng
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关键词
Destructive acts; Business ties; Political ties; Exit intention; Opportunism; Relationship intimacy;

机译：破坏性的行为;业务关系;政治关系;退出意图;机会主义;关系亲密关系;

When an interfirm relationship is ending: The dark side of managerial ties and relationship intimacy

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