Psychological Researches in Management

Psychological Researches in Management

The effect of power sources and performance outcomes of the efficient and inefficient conflict of interest in the buyer-seller

Document Type : Original Article

Authors
Tayebeh Farahani 1
Amin Rahmati 2
1 Assistant Professor, Faculty of Humanities, Boyin Zahra Branch, Islamic Azad University, Boyin Zahra, Iran.
2 Master degree, Faculty of Humanities, Boyin Zahra Branch, Islamic Azad University, Boyin Zahra, Iran.
10.22034/jom.2023.703857
Abstract
In this research, the effect of power sources and performance outcomes of the efficient and inefficient conflict of interest in the buyer-seller relations in the carpet market has been discussed. The research method is descriptive (non-experimental) and correlation research is a path analysis method because in this research the relationships between variables were investigated in the form of causal model. The statistical population of this study is 150 people. the total number method was used for statistical sample. To analyze the data, descriptive and inferential tests were used. Descriptive tests such as percentage, mean and standard deviation, Pearson correlation, confirmatory factor analysis and structural equations were used with Smart PLS software. The results of the research hypothesis showed that the power sources (mandatory and non-volatile) and the results of the efficient and non-efficient controversial performance of the exporter-importer relationship in the carpet market have a significant effect. . In order to improve the quality and adapt it to the demands, needs and preferences of customers, sellers should pay more attention to important factors such as managing the relationship between buyer and seller, which have a significant impact on the export debate.
Keywords
Power sources
Performance
Efficient conflict
Inefficient conflict

Subjects

  1.  

    1. بیگ‌زاده، یوسف و محبوب‌خواه، فرهاد (1397). بررسی تأثیر منابع قدرت مدیران بر تعهد عاطفی کارکنان با نقش میانجی ویژگی‌‌های شخصیتی کارآفرینی. مدیریت دولتی، دوره 10 ، شماره 1، ص 161-185.
    2. تاج‌زاده نمین، ابوالفضل؛ تاج‌زاده نمین، آیدین و مرتعی قره بلاغ، رضا (1389). رابطه تعامل فروشنده و مشتری با عملکرد فروشنده. مدیریت بازرگانی، دوره 2، شماره 4، ص 21-40.
    3. نوربخش، سید کامران و پشنگ، لیلا (1390). بررسی تأثیر عوامل مؤثر بر بازاریابی رابطه مند در روابط کامل خریدار-فروشنده (مطالعه موردی شرکت بهمن دیزل). مدیریت بازاریابی، دوره 6، شماره 13، ص 95-114.
    4. Amason, A. C. (1996). Distinguishing the effects of functional and dysfunctional conflict on strategic decision making. Academy of Management Journal, 39(1), 123–148.
    5. Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411–423.
    6. Akimova, S. L. (2000). Role Conflict and Ambiguity in Complex Organizations. Administrative Science Quarterly, 15(2), 150-163.
    7. Alhasan, M. (2005). Measuring the Impact of Oftware Process Improvement on Business Objectives. Euripean Sofware Institute.
    8. Amoson, R.J. (2012). An integrated marketing capability benchmarking approach to dealer performance through parametric and nonparametric analyses. Industrial Marketing Management, IMM-06286, 1- 11.
    9. Cooper, D., & Watson, W. (2011). Conflict and performance in US and Mexican learning teams — the influence of team behaviors and cultural context. Cross-Cultural Management, 14(4), 426–442.
    10. Coughlan, A. T., Anderson, E., Stern, L. W., & El-Ansary, A. I. (2006). Marketing channels (7th Ed.). Upper Saddle River: Pearson Education.
    11. Dwyer, R. F., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11–27.
    12. Durand, A., Turkina, E., & Robson, M. (2016). Psychic distance and country image in exporter-Importer relationships. Journal of International Marketing, 24(3), 31–57.
    13. Forker, L. B., & Stannack, P. (2000). Cooperation versus competition — do buyers and suppliers really see eye-to-eye. European Journal of Purchasing & Supply Management, 6, 31–40.
    14. Gaski, J. F., & Nevin, J. R. (1985). The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research, 22(2), 130–143.
    15. Geranoter, F. V. (2014). Co-ordinating sales and marketing in consumer goods firms. Journal of Consumer Marketing, 10(2), 37–55.
    16. Griffith, D. A., & Zhao, Y. (2015). Contract specificity, contract violation, and relationship performance in international buyer–supplier relationships. Journal of International Marketing, 23(3), 22–40.
    17. Jain, V., Kumar, S., Kundu, A., & Chandra, C. (2016). Linking Procurement Operations to Power- Influence in a Supply Chain. Journal of Manufacturing Systems, 41, 201-210.
    18. Leonidou, L. C., Talias, M. A., & Leonidou, C. N. (2008). Exercised Power as Driver of Trust and Commitment in Cross Border Industrial Buyer Seller Relationships. Industrial Marketing Management, 37(1), 92–103.
    19. Leonidou, L. C., Aykol, B., Fotiadis, T. A., & Christodoulides, P. (2017). Antecedents and consequences of infidelity in cross-border business relationships. Journal of International Marketing, 25(1), 46–71.
    20. Leonidou, L. C., Samiee, S., Aykol, B., & Talias, M. A. (2014). Antecedents and outcomes of exporter-importer relationship quality: Synthesis, meta-analysis, and directions for further research. Journal of International Marketing, 22(2), 21–46.
    21. Liu, A. H., Leach, M. P., & Bernhardt, K. L. (2005). Examining customer value perceptions of organizational buyers when sourcing from multiple vendors. Journal of business research, 58(5), 559-568.
    22. Meqdadi, O., Johnsen, T. E., & Johnsen, R. E. (2017). The Role of Power and Trust in Spreading Sustainability Initiatives across Supply Networks: A Case Study in the Bio-Chemical Industry. Industrial Marketing Management, 62, 61-76.
    23. Menguc, B., Auh, S., Katsikeas, C. S., & Jung, Y. S. (2016). When does (mis)fit in customer orientation matter for frontline employees' job satisfaction and performance?. Journal of Marketing, 80(1), 65–83.
    24. Pfajfar, G., Shoham, A., Brenčič, M. M., Koufopoulos, D., Katsikeas, C. S., & Mitręga, M. (2019). Power source drivers and performance outcomes of functional and dysfunctional conflict in exporter–importer relationships. Industrial Marketing Management, 78, 213-226.
    25. Sang, P. (2015). Bridging the gap between marketing and sales. Sales and Marketing Management, 29–31.
    26. Scheer, L. K., Miao, C. F., & Garrett, J. (2010). The effects of supplier capabilities on indus- trial customers' loyalty: The role of dependence. Journal of the Academy of Marketing Science, 38, 90–104.
    27. Samiee, S., & Walters, P. G. P. (2006). Supplier and customer exchange in international industrial markets: An integrative perspective. Industrial Marketing Management, 35, 589–599.
    28. Skarmeas, D. (2006). The role of functional conflict in international buyer-seller relationships-implications for industrial exporters. Industrial Marketing Management, 35, 567–573.
    29. Skarmeas, D., Zeriti, A., & Baltas, G. (2016). Relationship value: Drivers and outcomes in international marketing channels. Journal of International Marketing, 24(1), 22–40.
    30. Tepli, P. (2015). Beyond promotion-based store switch- ing: antecedents and patterns of systematic multiple-store shopping. International Journal of Research in Marketing, 25 (1), 5–21.
    31. Van der Maelen, S., Breugelmans, E., & Cleeren, K. (2017). The clash of the titans: On retailer and manufacturer vulnerability in conflict delistings. Journal of Marketing, 81(1), 118–135.
    32. Webb, K. L., & Hogan, J. E. (2002). Hybrid channel conflict — causes and effects on channel performance. The Journal of Business & Industrial Marketing, 17(5), 338–356.
    33. Zanakis, J. (1998), Competitive Advantage through People, Boston, MA: Harvard Business School Press.
    34. Zhuang, G., Xi, Y., & Tang, A. L. (2010). Power, conflict, and cooperation -the impact of guanxi in Chinese marketing channels. Industrial Marketing Management, 39, 137–149.

     

Psychological Researches in Management
Volume 9, Issue 1
March 2023
Pages 139-151