Investigating Relationship between Control Mechanisms, Trust and Channel Outcome in Franchise System

Yi, Ho‐Taek; Yeo, Chan-Koo; Fortune, Amenuvor Edem

doi:10.15722/jds.17.9.201909.67

Cited by 11 publications

(9 citation statements)

References 0 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…This demonstrates that when salespeople are monitored while also given the freedom to achieve their objectives, their service-sales ambidexterity improves. This finding is consistent with the findings of Yi et al . (2019), who contend that the nature of salesforce control incentivizes salespeople to use all of their resources (including time, energy and skills) and employ all necessary strategies to better serve their clients while meeting their objectives.…”

Section: Summary Of Findings and General Discussionsupporting

confidence: 94%

Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit

Amenuvor

Mensah

Nkukpornu

et al. 2023

MIP

View full text Add to dashboard Cite

PurposeThe study examines the effects of behavior-based and outcome-based control systems on service-sales ambidexterity, role conflict, emotional exhaustion and job performance in salespeople.Design/methodology/approachData are collected from 704 salespeople in Ghana. The proposed hypotheses are tested through the structural equations modeling technique.FindingsThe study finds that both behavior-based and outcome-based controls have positive and significant effects on service-sales ambidexterity in salespeople. Similarly, the study discovers that service-sales ambidexterity has a positive and significant impact on both role conflict and emotional exhaustion in salespeople. The study also finds that role conflict and emotional exhaustion both have a negative impact on job performance. Finally, the study finds that salespeople's grit moderates the negative relationship between emotional exhaustion and job performance.Practical implicationsThe results imply that while salespeople's service-sales ambidexterity may be beneficial to their individual and firm performance, it may also lead to role conflict and emotional exhaustion.Originality/valueThe current study demonstrates how control mechanisms can lead to service-sales ambidexterity in salespeople and how this can lead to role conflict and emotional exhaustion.

show abstract

Section: Summary Of Findings and General Discussionsupporting

confidence: 94%

Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit

Amenuvor

Mensah

Nkukpornu

et al. 2023

MIP

View full text Add to dashboard Cite

show abstract

“…A. Contractual completeness (adapted from Hendrikse and Windsperger, 2011;Yi, 2019) a. The task of the consignor regarding the value chain activities at the local outlets are specified in detail in the contract.…”

Section: Appendix Measurement Itemsmentioning

confidence: 99%

“…Previous research has proposed a variety of control mechanisms to limit opportunism and reinforce channel performance. However, the majority of existing research has focused on ex post controls that advocate for behavioral and output controls (Shin et al , 2021; Yi et al , 2019; Antia et al , 2006; Bello and Gilliland, 1997; Heide et al , 2007; Wang et al , 2012).…”

Section: Theoretical Framework and Literature Reviewmentioning

confidence: 99%

“…Opportunism is a feature of B2B relationships in that it can occur at any time as long as the business relationships of the buyers and suppliers are formed and maintained within the explicit framework of a contract. To limit opportunistic behavior, relational norms must be used rather than explicit contracts between contracting parties (Yi et al , 2019; Wathne and Heide, 2000). The majority of marketing channel research has focused on relationship-oriented elements such as controlling opportunism (Anderson and Narus, 1990; Stern and Reve, 1980).…”

Section: Theoretical Framework and Literature Reviewmentioning

confidence: 99%

“…Nonetheless, while there appears to be some research in this field (Cuypers et al , 2021; Rindfleisch, 2019; Dahlstorm and Nygaard, 1999), there are significant gaps in the literature that require scholarly attention. First, previous research has primarily concentrated on ex post control mechanisms such as behavior control, activity control and outcome control (Antia et al , 2006; Bello and Gilliland, 1997; Crosno and Brown, 2015; Heide et al , 2007; John, 1994; Shin et al , 2021; Wang et al , 2012; Yi et al , 2019) rather than ex ante control mechanisms such as contract completeness in business-to-business (B2B) relationships. To begin, we propose ex ante control mechanisms for mitigating two types of opportunism.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Effects of contractual completeness on opportunistic behaviors, multilevel transaction costs and relationship termination intention: the moderating effect of alternative attractiveness

Lee

Amenuvor

2023

EJM

View full text Add to dashboard Cite

Purpose This study which is positioned in the ambit of control research investigates the impact of ex ante contractual completeness on opportunistic behaviors and ex post transaction costs, while assessing how these affect relationship termination intention. This study aims to examine alternative attractiveness as a necessary moderator of the nexus between transaction cost and relationship termination intention. Design/methodology/approach Data gathered from 211 companies in South Korea that have installed and run outsourced vending machines are analyzed and used to validate the study’s theoretical and empirical contributions. Findings The findings, which rely only on data from companies that outsource and those that run outsourced vending machines, show that contractual completeness negatively affects both active and passive opportunism. The study also discovers that active opportunism positively affects both bargaining costs and monitoring costs, whereas passive opportunism has a positive and direct effect on maladaptation costs but a negative effect on monitoring costs. It further finds that both bargaining and maladaptation costs have positive and direct effects on relationship termination intention, while monitoring costs have a negative effect on the same. Furthermore, it is observed that alternative attractiveness moderates the relationships between bargaining costs and relationship termination intention, as well as maladaptation costs and relationship termination intention. Practical implications This study demonstrates that contractual completeness can serve as an important ex ante control mechanism, whereas the two types of opportunism can raise transaction costs. Furthermore, alternative attractiveness is identified as a driver of the impact of transaction costs on relationship termination intention. Originality/value A key point of the departure of this study is that it examines the moderating role of alternative attractiveness in the relationship between transaction cost and relationship termination intention. The paper also advances the control literature by emphasizing the critical role that contractual completeness plays in reducing the occurrence of (both active and passive) opportunism in business relationships (especially companies that outsource).

show abstract

Risk sources and the effectiveness of the control system in the franchisor's risk perception management

Ramírez-García,

Ramón-Jerónimo,

García-Álvarez de Perea

et al. 2024

Industrial Marketing Management

View full text Add to dashboard Cite

Investigating Relationship between Control Mechanisms, Trust and Channel Outcome in Franchise System

Cited by 11 publications

References 0 publications

Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit

Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit

Effects of contractual completeness on opportunistic behaviors, multilevel transaction costs and relationship termination intention: the moderating effect of alternative attractiveness

Risk sources and the effectiveness of the control system in the franchisor's risk perception management

Contact Info

Product

Resources

About