Vendor response to client opportunism in IT service relationships: Exploring the moderating effect of client involvement

Chaudhry, Smita; Srivastava, Bharatendu Nath; Joshi, Chetan

doi:10.1016/j.indmarman.2018.04.012

Cited by 10 publications

(7 citation statements)

References 83 publications

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“…This is a result of physically grown, geographical disperse and complex supply networks that face dynamic challenges in the form of shortened product life cycles and increasing global competition. In such an environment, the creation of shared economic and social gains for globally located and yet, highly interdependent, buyers and suppliers requires collaborative arrangements that needs a better understanding of buyer-supplier relationships (Chaudhry et al, 2018;Cox, 2004;Maestrini et al, 2018).…”

Section: Introductionmentioning

confidence: 99%

Impact of relational communication on buyer–supplier relationship satisfaction: role of trust and commitment

Agarwal

Narayana

2020

BIJ

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PurposeThe present study aims to examine the impact of relational communication, operationalized in terms of information sharing, quality and frequency of information, on buyer's trust and relationship satisfaction in a buyer–vendor relationship. The study also tests the mediating role of trust and the moderating role of relationship commitment in relational communication and satisfaction relationship.Design/methodology/approachThe data for the study were collected through a questionnaire survey from 321 managers of the different firms who were directly or indirectly involved in making procurement or purchasing decision in the firm and were familiar with the firm's supplier relationships.FindingsRelational communication was found to be positively related to relational satisfaction and trust partially mediated this relationship. Further, relationship commitment moderated relational communication-satisfaction relationship, such that the positive affect of relational communication on relational satisfaction was accentuated when buyer experienced higher relationship commitment towards the supplier.Research limitations/implicationsUsing single source, self-reported questionnaire data and cross-sectional research design are the limitations of this study. Studies in future should consider a dyadic perspective. The study outlines the need to explore investments and strategies in enhancing relational communication in buyer–vendor relationships.Originality/valueAnchored in theoretical foundations of social exchange theory, the study integrates and tests behavioral aspects of buyer–vendor relationship. Testing an integrated model with direct and indirect effects of relational communication on relationship satisfaction in buyer–vendor is a significant contribution of the research. The study also contributes by examining relational exchanges in buyer-vendor relationships in India, an underrepresented context in buyer–supplier relationship (BSR) literature.

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Section: Introductionmentioning

confidence: 99%

Impact of relational communication on buyer–supplier relationship satisfaction: role of trust and commitment

Agarwal

Narayana

2020

BIJ

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“…Prior research suggests that client opportunism results in behavioral and affective responses and classifies the responses as constructive and destructive based on the impact of response on the relationship (Chaudhry et al, 2018). To examine the behavioral response to client opportunism, prior research (Seggie et al, 2013;Chaudhry et al, 2018) has used the exit, voice, loyalty and neglect framework (Hirschman, 1970;Rusbult et al, 1982).…”

Section: Agency Response To Client Opportunismmentioning

confidence: 99%

“…norms about "what is prevailing" (Cialdini et al, 1990). Behaviors such as neglect and loyalty (Chaudhry et al, 2018) in response to client opportunism could embolden clients to behave opportunistically. However, responses that potentially increase the transaction costs are likely to deter client opportunistic behavior.…”

Section: Moderation Effect Of Agency Responsementioning

confidence: 99%

“…The decision to use experimental vignettes implanted in a survey was guided by several considerations. First, this method is commonly used to study client opportunism (Chaudhry et al, 2018;Seggie et al, 2013). Second, it reduces social desirability and acquiescence bias (Podsakoff et al, 2003) and allows for manipulation (Aguinis and Bradley, 2014).…”

Section: Data Collectionmentioning

confidence: 99%

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Client opportunism in agency-client relationship: the role of information asymmetry, agency response and calculative commitment

Jayasimha

2021

JBIM

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Purpose The focus is on how agencies can mitigate client opportunism in an agency-client relationship (ACR), particularly during the agency selection stage involving a pitch. This paper aims to empirically investigate the moderating effects of organizational mechanisms (particularly informational cues) and the agency’s past behavior on client opportunism. In a moderated moderation, this paper tests the effects of calculative commitment, informational cue and agency’s past behavior on the main effect. Design/methodology/approach The research is in the context of ACR involving a pitch at the agency selection stage. A mixed-method approach is used. In depth interviews with senior level executives were used to design the experimental vignettes. The main study uses experimental vignettes in a survey. Findings The study finds the prevalence of client opportunism during the pitch. The study reveals a significant relationship between information asymmetry and client opportunism. The findings of the study support the effectiveness of organizational mechanisms in mitigating client opportunism. The findings indicate that a proactive approach such as using informational cues mitigates client opportunism as it signals to the client that the agency cares for its intellectual property. Clients also take a cue from agencies past behavior. Third-party complaints and voice complaint deters client opportunism. Moderated moderation reveals that the client’s calculative commitment impacts client opportunism. Originality/value The study is novel in empirically examining client opportunism during the agency selection stage involving a pitch. The study re-emphasizes that information asymmetry is the primary reason for client opportunism in ACR at the agency selection stage. The role of organizational mechanism and agency response in mitigating client opportunism is a welcome addition. Moderated moderation effects involving calculative commitment is a novel addition.

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“…Consumer value attachment to various dimensions can have effect on intention to accept in-app advertisements (Schultz, Einwiller, Seiffert, & Wolfgang, 2019). Involvement can also have moderating effect on the relationship of antecedents and intention to access in-app ads (Chaudhry, Nath, & Joshi, 2018). Knowledge can have moderating influence on intention to access in-app ads.…”

Section: Moderators Relevant To In-app Advertisementmentioning

confidence: 99%

Moderating Factors Affecting Intention to Access In-App Advertisements

Qureshi¹,

Noor²,

Hassan³

et al. 2019

GJOES

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Role of moderator in research is significant. Many researchers consider moderator in terms of control factors or constants; however, moderator can significantly increase value of research model. In this article, a review is made of recent literature to identify potential moderators for in-app advertisements adoption models. In-app advertisements is an evolving technology which is spreading at varying speed across the globe. There is scope of research in this field. Recent research articles are reviewed to identify potential moderators. Their proposed relationships in various scenarios are presented. At the end of the review, relevant moderators for in-app advertisement adoption models are presented with examples how researchers can find relevant moderators in a scenario.

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Vendor response to client opportunism in IT service relationships: Exploring the moderating effect of client involvement

Cited by 10 publications

References 83 publications

Impact of relational communication on buyer–supplier relationship satisfaction: role of trust and commitment

Impact of relational communication on buyer–supplier relationship satisfaction: role of trust and commitment

Client opportunism in agency-client relationship: the role of information asymmetry, agency response and calculative commitment

Moderating Factors Affecting Intention to Access In-App Advertisements

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