The impact of inequity, relationship-technology fit, and trust on conflict: Working paper series--15-01

Abstract E-business technology is playing an important role in manufacturer-reseller relationships. This research focuses on the behavioral aspects of technology deployment in channels of distribution. The paper examines the impact of inequity, relationship-technology fit, and trust on the key relationship variable of conflict. The data was collected from the resellers and multiple regression analysis was used to test the hypotheses. The results of the empirical test suggest that technology-relationship affects conflict indirectly by reducing perceived inequity and inequity directly increases conflict. Trust influences conflict both directly and indirectly by lowering perceived inequity. The paper briefly discusses the implications of these findings for practicing managers

Manufacturer-reseller E-business arrangements: The impact of inequity on relationship performance and moderating role of dependence: Working paper series--10-08

Manufacturer-reseller relationships are increasingly becoming technology-infused as distribution managers are employing e-business tools to streamline existing channels. This research examines the antecedents of perceived inequity of sharing the benefits of e-business tools by the manufacturers, relationship performance and the moderating role of reseller dependence. The results of the empirical test involving a sample of 224 resellers suggest that perceived inequity negatively impacts relationship performance, while reseller dependence play a moderating role. Implications of these findings for researchers and managers are discussed

Reseller adoption of manufacturers' E-business tools: The impact of social enforcement, technology-relationship fit and the mediating role of reseller benefits: Working paper series--08-16

Manufacturer-reseller relationships are increasingly becoming technology-infused as distribution managers are employing e-business tools to streamline existing channels. This research examines the role of social enforcement, relationship-technology fit and the perceived reseller benefits in reseller adoption of manufacturers' e-business tools. The results of the empirical test involving a sample of 224 resellers suggest that social enforcement and technology-relationship factors impact reseller e-business adoption, while reseller benefits play a mediating role. Implications of these findings for researchers and managers are discussed

The impact of social and contractual enforcement on reseller performance: Mediating role of coordination and inequity of sharing E-business benefits: Working paper series--11-04

Manufacturer-reseller relationships are increasingly becoming technology-infused as distribution managers are employing e-business tools to streamline existing channels. This research examines the impact of social and contractual enforcement on the relationship performance. The results of the empirical test involving a sample of 224 resellers suggest that social and contractual enforcement impact relationship performance, while coordination and perceived inequity play a mediating role. Implications of these findings for researchers and managers are discussed

When electronic management tools work - and don't work - in social-based distribution channels: A study of IT manufacturers and resellers: Working Paper Series--09-16

Electronic information tools have become increasingly popular with channel manufacturers in their efforts to manage resellers. Although these tools have been found to increase the efficiency of communications, researchers and practitioners alike have questioned their overall effectiveness. To investigate how unilaterally supplied electronic information affects ongoing social channel relationships we consider the use of such tools in information technology distribution channels. Using electronic communications theory and channel governance theory we hypothesize that the usefulness of the tools is a function of the type of information inherent in each tool (demand creation information or supply fulfillment information) and the particular communications characteristics of this information. We utilize structural equation modeling to test the conceptual model on a data set of 214 information technology resellers. Strong support is found for the model and theoretical and managerial insights are provided

Abusive supervision and organizational citizenship behaviors: An examination of potential boundary conditions: Working paper series--09-11

This study focuses on the boundary conditions of the relationship between abusive supervision and organizational citizenship behaviors (OCBs). Previous research has shown that employees reciprocate for abusive supervision by withholding discretionary OCBs (for a full review, see Tepper, 2007). This work contributes to the abusive supervision research by adding two important moderating variables, namely dyadic duration and satisfaction with pay. Results indicate that the negative relationship between abusive supervision and OCBs is more pronounced when employees have been supervised by a particular manager for a longer period of time and when employees are less satisfied with their compensation

Examining Student Satisfaction and Gender Differences in Technology-Supported, Blended Learning

Recently, blended learning has become popular in higher education. In this study, we aim to investigate influential factors that could impact student learning in this young and relatively immature environment. Factors from three perspectives – students themselves, instructors, and institutional support – were examined. Specifically, these factors are students’ computer self-efficacy, instructor characteristics, and facilitating conditions. A research model was developed to systematically assess their impacts on students’ perceived accomplishment, perceived enjoyment, and satisfaction toward the blended class. We also explored the gender differences by testing the research model on the two genders respectively. Interestingly, we found that for female students all three factors had significant impacts on their perceived accomplishment and perceived enjoyment, which in turn significantly impacted their learning satisfaction; however, for male students, no significant impact was found from computer self-efficacy to either perceived accomplishment or perceived enjoyment (the other two factors were significant)

Benchmarking Marketing Productivity Using Data Envelopment Analysis

Benchmarking has not received much attention in marketing literature because of the lack of appropriate methodological tools to aid the benchmarking process. This paper tries to fill this gap in research and suggests a rigorous quantitative approach to benchmarking marketing productivity. Data envelopment analysis (DEA) is suggested to aid traditional benchmarking activities and to provide guidance to managers. DEA is useful in identifying the best performing units to be benchmarked against as well as in providing actionable measures for improvement of a company\u27s marketing performance. An illustration is provided to demonstrate the strengths and weaknesses of DEA as a benchmarking tool. Implications for managers and directions for future research are discussed. (c) 2004 Elsevier Inc. All rights reserved

Covalence and Ionic Bonding In Business-to-Business Relationships: Insights From Chemistry

Pie paper examines business-to-business (13213) relationships using the framework of the covalence ionic bonding theory in chemistry as an analogy to help make soft phenomena and relationships in 13213 marketing more understandable it) engineers and scientists in organizations and to managers with scientific and technical backgrounds. In the tradition of cross-fertilization of various scientific fields, the authors propose that the covalence-ionic bonding theory may provide insights in determining the factor, that contribute to the emergence of bilateral, unilateral, and market relationships. This study compares and contrasts interparticle bonding with ways of managing 13213 relationships. Beyond sheer analogy of the two phenomena, an explanation of 13213 relationships and decision-making mechanisms is proposed. In adapting this concept theoretically, the meaning of the original parameters in physical science is assigned a new meaning in the marketing context. Furthermore, the paper extends conceptually the predictive capabilities of chemistry theories to relational behaviors in marketing. Drawing from a resource-based view of the firm, complementarity of resources and dependence levels are postulated to have critical roles in business bonding. Appropriate propositions are advanced. along with implications for managers and researchers. (c) 2004 Elsevier Inc. All rights reserved