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Buyer opportunism in business-to-business exchange
Abstract:

A phenomenon of significance in buyer–supplier relationships is opportunism. In lieu of the known negative effects of opportunistic behavior on buyer–supplier relationships, the circumstances in which a sourcing professional engages in acts of opportunism are unclear. Combining theories from multiple disciplines, a comprehensive model tested buyer–supplier relationship-specific factors, environmental factors, an individual-difference factor, and situational factors likely to affect a buyer's decision to use opportunistic tactics. Results reveal how these different theories combine to provide amore comprehensive explanation of buyer behavior than existed in prior literature. Using structural equation modeling of a sample of 328 procurement transactions, factors found to affect buyer opportunism included buyer power, corporate ethical values, honesty/integrity, leader opportunism, willful ignorance, and subjective expected utility. This study also provides empirical support for distinguishing between two types of opportunism — strong and weak. The research concludes with implications for theory and practice, limitations, and areas for future research.

Keywords: Opportunism ,Procurement, Buyer–supplier relationship , Ethics , Business ethics
Author(s): Timothy G. Hawkins, Terrance L. Pohlen , Victor R. Prybutok
Source: Industrial Marketing Management 42 (2013) 1266–1278
Subject: تجارت الکترونیک
Category: مقالات ترجمه شده - دانلود ترجمه مقاله
Release Date: 2013
No of Pages: 13
Price(Tomans): 0
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