Relational norms and collaborative activities: Roles in reducing opportunism in marketing channels

Zhou, Yin; Zhang, Xubing; Zhuang, Guijun; Zhou, Nan

doi:10.1016/j.indmarman.2015.01.014

Cited by 90 publications

(93 citation statements)

References 85 publications

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“…According to this view, outsourcing may enhance the firm´s main capabilities (Bustinza et al, 2010). The activity should be managed through a relational governance that can be defined as a hybrid between market and hierarchical governance (Zhou, Zhang, Zhuang & Zhou 2015).…”

Section: Discussionmentioning

confidence: 99%

Make or buy in the hotel marketing department: transaction costs, financial and relational performance

Espino‐Rodríguez

Díaz

2017

TMs

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Make or buy in the hotel marketing department: transaction costs, financial and relational performance AbstractThe outsourcing of hotel marketing is one of the strategic decisions that can help hotels manage the distribution channels more efficiently. This study analyzes the factors determining the outsourcing of hotel sales and marketing activities. It uses the transaction costs framework, complemented by the analysis of performance costs and quality. In this context, the possible impact of outsourcing the marketing department on relational and financial performance is analyzed. The results of the study clearly show a close relationship between these variables and current outsourcing. In addition, the increase in outsourcing is determined by low relational quality. These results lead to the conclusion that it is necessary to create new systems and procedures in sales and marketing activities to offer new competitive solutions through outsourcing. Keywords:Outsourcing, marketing and sales, hotel sector, transaction cost, financial, relational. ResumoLa externalización del marketing hotelero es una de las decisiones estratégicas que pueden ayudar a los hoteles a gestionar los canales de distribución de manera más eficiente. Este estudio analiza los factores que determinan la externalización de las actividades de ventas y marketing del hotel. Para ello se usa el marco de costes de transacción, complementado por el análisis de los costes y la calidad del desempeño. En este contexto, se analiza el posible impacto de la externalización del departamento de marketing en el resultado relacional y financiero. Los resultados del estudio muestran claramente una estrecha relación entre estas variables y externalización actual. Además, el aumento de la subcontratación está determinado por una baja calidad relacional. Estos resultados llevan a la conclusión de que es necesario crear nuevos sistemas y procedimientos en las actividades de ventas y marketing para ofrecer nuevas soluciones competitivas a través de la externalización.Palabras clave: Externalización, marketing y ventas, sector hotelero, costes de transacción, financiero, relacional.

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Section: Discussionmentioning

confidence: 99%

Make or buy in the hotel marketing department: transaction costs, financial and relational performance

Espino‐Rodríguez

Díaz

2017

TMs

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“…It includes the behavior which violates relational norms, and these norms are not specified in a contract but are embedded in the common understanding of the parties (Luo, ). One manifestation of weak‐form opportunistic behavior is undermining the interests of the counterparty, which leads to declination in trust, hindering the realization of common goals, and negative effect on satisfaction (Benton & Maloni, ; Lu, Qian, Chu, & Xu, ; Zhou, Zhang, Zhuang, & Zhou, ). Strategies such as resource sharing and the equitable allocation of risks are conducive to the establishment and maintenance of mutual trust (Chen & Chen, ; Ling, Ong, Ke, Wang, & Zou, ).…”

Section: Theoretical Background and Hypothesesmentioning

confidence: 99%

The Effect of Task Conflict on Relationship Quality: The Mediating Role of Relational Behavior

Guo

2019

Negotiation Conflict Man Res

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Previous studies have paid insufficient attention to how interorganizational task conflict affects relationship quality between parties. On the basis of survey data from the construction industry, this study explores the impact of interorganizational task conflict on relationship quality and the mediating role of relational behavior. The empirical results reveal that task conflict affects relationship quality (including satisfaction, trust, and commitment) negatively. Relational behavior has three dimensions: flexibility, information exchange, and solidarity. Information exchange partially mediates the effect of task conflict on satisfaction, trust, and commitment; solidarity plays a partial mediating role in the impact of task conflict on trust and commitment; and flexibility only mediates the impact of task conflict on satisfaction partially. Relational behavior in accordance with relational norms can partially account for the impact of interorganizational task conflict on relationship quality. This paper also provides practical guidance for construction practitioners.

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“…This means that the coffee from farmers is sold to the product processing unit. This cooperation is a condition that maintains the stability of coffee prices, thus, there is no longer a Both trust and commitment produce a hope that can extend a relationship (Zhou et al, 2015). Dina (2015).…”

Section: Product Processing Unitmentioning

confidence: 99%

Patterns and Determinant Factors Of Arabica Coffee’s Marketing Margin In Ngada Regency

Mau

Darwanto

Masyhuri

2018

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Coffee is one of the essential plantation commodities in the development process of plantation sub-sector. Ngada Regency is one of the coffee producers in East Nusa Tenggara Province. Coffee in Ngada Regency becomes one of the plantation commodities that conceive high potential to be developed. This research aims to discover the established marketing channel pattern, factors influencing marketing margin of Arabica coffee, and the quantity of price received by farmers the in Ngada Regency. The respondents in this research were 59 farmers who were derived randomly and 10 merchants who were derived from snowball sampling technique. This research used interview with a questionnaire as supporting tools in collecting the data. This research analyzed the data descriptively and multiple regression analysis was also conducted through Ordinary Least Square method. The analysis results show that (1) the established marketing channel pattern of Arabica coffee in Ngada Regency are channel I: Farmers -Product Processing Unit -PT. Indocom (sold in the form of red logs coffee that is processed into Hard Skin coffee), channel II: Farmers -PT. Indocom (sold in the form of Hard Skin coffee) and channel III: Farmers -Collected Traders -Retailers -Consumer (sold in the form of coffee beans). (2) The factors that influence the marketing margin are marketing volume and marketing cost. The distance and coffee processing do not have any significant influence towards the marketing margin. (3) The marketing channel that conceives high value of farmer's share is the marketing channel II. Keywords

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Relational norms and collaborative activities: Roles in reducing opportunism in marketing channels

Cited by 90 publications

References 85 publications

Make or buy in the hotel marketing department: transaction costs, financial and relational performance

Make or buy in the hotel marketing department: transaction costs, financial and relational performance

The Effect of Task Conflict on Relationship Quality: The Mediating Role of Relational Behavior

Patterns and Determinant Factors Of Arabica Coffee’s Marketing Margin In Ngada Regency

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