Proceedings of the 3rd International Conference on Advances in Management Science and Engineering (IC-AMSE 2020)

The Effects of Conflict and Opportunism on Guanxi

Authors
Guangyang Yin, Chun Jin
Corresponding Author
Chun Jin
Available Online 6 April 2020.
DOI
https://doi.org/10.2991/aebmr.k.200402.025How to use a DOI?
Keywords
conflict, opportunism, Guanxi, channel member flexibility, contract utilization
Abstract
From the perspective of channel destructive behaviors, we examine the impact conflict, opportunism on channel member flexibility, and analyze the effect of contract utilization on above-mentioned effects, and then analyze the impact of contract utilization on Guanxi with channel partners. Using data from firms, this paper finds that conflict and opportunism have significant effects on channel member flexibility. The finding supports the premise that contract utilization moderates relationship between conflict, opportunism and channel member flexibility. In addition, this researchshows that channel member flexibility have significant effects on Guanxi.
Open Access
This is an open access article distributed under the CC BY-NC license.

Download article (PDF)

Cite this article

TY  - CONF
AU  - Guangyang Yin
AU  - Chun Jin
PY  - 2020
DA  - 2020/04/06
TI  - The Effects of Conflict and Opportunism on Guanxi
BT  - Proceedings of the 3rd International Conference on Advances in Management Science and Engineering (IC-AMSE 2020)
PB  - Atlantis Press
SP  - 142
EP  - 146
SN  - 2352-5428
UR  - https://doi.org/10.2991/aebmr.k.200402.025
DO  - https://doi.org/10.2991/aebmr.k.200402.025
ID  - Yin2020
ER  -