Personal Relationship, IT Resources and Channel Cooperation: The Contingent Impact of Dealer's Opportunism

Abstract

Abstract:

Based on the studies of opportunism, personal relationship and information system, this paper investigates the different impacts of two cooperation facilitators (personal relationship of boundary people and IT resources of manufacturer) on the two types of channel cooperation (joint-planning and joint-problem-solving) in two different contexts of dealer's opportunism. With the data collected from manufacturers, two conclusions are drawn. First, in the context of high dealer's opportunism, personal relationship has a positive impact on joint-planning and joint-problem-solving while IT resources have no effect. Second, in the context of low dealer's opportunism, IT resources have a positive impact on joint-planning and joint-problem-solving while personal relationship does not function. Finally, managerial suggestions are given according to the conclusions.

Key words: opportunism, information technology, personal relationship, channel cooperation

Zhang Tao, Zhang Chuang. Personal Relationship, IT Resources and Channel Cooperation: The Contingent Impact of Dealer's Opportunism[J]. , 2018, 30(10): 106-118.

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