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The Seeds of Dissolution: Discrepancy and Incoherence in Buyer-Supplier Exchange

Wang, Qiong; Kayande, Ujwal; Jap, Sandy


In this research, we examine a novel mechanism of interorganizational relationship dissolution: Incoherence in a partner's behavior. We propose that the discrepancy between an exchange partner's opportunistic behavior and the focal firm's expectations may create a state of incoherence and uncertainty and that this effect can be damaging to the exchange even when the partner's behavior is better than expected. Using nearly 500 longitudinal, confidential reports of industrial buyers and sellers,...[Show more]

CollectionsANU Research Publications
Date published: 2010
Type: Journal article
Source: Marketing Science: the marketing journal of INFORMS
DOI: 10.1287/mksc.1100.0582


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