The Achilles' heel of an enduring relationship: Appropriation of rents between a manufacturer and its foreign distributor

Incentives, opportunism and behavioral uncertainty in electricity industries

“…Future research could focus on providing more detailed analyses in which different chances of opportunistic behavior are distinguishable, and on analyzing what different factors impact on this chance of opportunistic behavior. Deligonul et al (2006) argue that for international partnerships, the tolerance limit for opportunism should be higher, because of the larger barriers of switching to another supplier in an international environment. This argument may imply that the chance of opportunistic behavior by a contracting party is higher when relatively few alternatives for this contracting party exist, or the costs of searching for these alternative contracting parties are high.…”

The power roots and drivers of infidelity in international business relationships

“…For example, Pressey and Selassie (2007) focus on E-I relationship dissolution, and show how various competitor factors (e.g., better prices offered by a competitor) and relationship factors (e.g., lack of importer commitment) are by and large responsible for E-I relationships to terminate. Moreover, Deligonul, Kim, Roath, and Cavusgil (2006) concentrate on the switching likelihood of the manufacturer due to dissatisfaction with the foreign distributor. Furthermore, Griffith and Zhao (2015) examine contract violation in international buyer-seller relationships, concluding that the interaction of contract-related and country-related factors is influential on contract violation, and that this has a detrimental effect on the relationship performance.…”

“…Commitment and contractual trust decreases over time, while competence trust and relationship performance exhibit significant increase. Deligonul et al (2006), JBR…”

Reducción de costos de cambio: algunas soluciones para el acceso a elementos vitales de la red social

“…Furthermore, an established relationship, which is inherent in a historically monopolized postal model, may generate shared values, a stronger identification between the parties, and added profits. These factors act as an entry barrier to competitors (Reinartz and Kumar, 2003;Deligonul et al, 2006). Finally, the benefit of ups demands conditions of permanence, ubiquity and frequency, which accentuate the consumer attraction, as opposed to the potential weakness of an entrant who offers incomplete services in the market.…”