Open Access. Powered by Scholars. Published by Universities.®
- Institution
Articles 1 - 3 of 3
Full-Text Articles in Business
Interdependence, Punitive Capability, And The Reciprocation Of Punitive Actions In Channel Relationships, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp
Interdependence, Punitive Capability, And The Reciprocation Of Punitive Actions In Channel Relationships, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp
Research Collection Lee Kong Chian School Of Business
Using data from automobile dealers in the Netherlands, the authors find that dealers' punitive actions toward their key suppliers are affected by their perceptions of their own and their supplier's interdependence and punitive capabilities, as well as by the supplier's punitive actions. Punitive actions are affected by interdependence, but a more complete picture is achieved by also examining punitive capability. The authors test hypotheses based on bilateral deterrence, conflict spiral, and relative power theories, but none of these comprehensively explains the effects of both total power and power asymmetry. Dealer punitive actions are inhibited as total interdependence increases, but are …
The Influence Of Goal Orientation And Self-Regulation Tactics On Sales Performance: A Longitudinal Field Test, Don Vandewalle, Steven P. Brown, William L. Cron, John W. Slocum, Jr.
The Influence Of Goal Orientation And Self-Regulation Tactics On Sales Performance: A Longitudinal Field Test, Don Vandewalle, Steven P. Brown, William L. Cron, John W. Slocum, Jr.
Historical Working Papers
No abstract provided.
The Interactive Effects Of Different Accounting Controls On Subordinates' Behaviour And Performance, Chong M. Lau
The Interactive Effects Of Different Accounting Controls On Subordinates' Behaviour And Performance, Chong M. Lau
Research outputs pre 2011
Prior research suggests that goal setting and an emphasis en meeting tight budget targets may influence the extent of subordinates' performance and slack creation. This study hypothesizes that other accounting controls may moderate these relationships. Specifically, it hypothesizes that: (i) budgetary performance is increased and (ii) budgetary slack creation is decreased when an emphasis on setting and meeting tight budget targets is complemented with a high extent of cost control. The results support a significant two-way interaction between Emphasis on setting and meeting tight budget targets and Cost control affecting budgetary performance. A significant two-way interaction between Emphasis en setting …