Osmonbekov, Talai and Gregory, Brian (2011) 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. Working Paper. NAU W.A. Franke College of Business.
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Abstract
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.
| Item Type: | Monograph (Working Paper) |
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| Publisher’s Statement: | Copyright, where appropriate, is held by the author. |
| ID number or DOI: | 11-04 |
| Keywords: | Working paper, social enforcement, contractual enforcement, inequity, coordination, mediation, performance |
| Subjects: | H Social Sciences > HF Commerce |
| NAU Depositing Author Academic Status: | Faculty/Staff |
| Department/Unit: | The W.A. Franke College of Business |
| Date Deposited: | 17 Oct 2015 09:47 |
| URI: | http://openknowledge.nau.edu/id/eprint/1483 |
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