Robert Dahlstrom

Role stress and effectiveness in horizontal alliances.

Horizontal arrangements are increasingly deployed in organizational networks, yet research has rarely examined the effectiveness of these alliances. The coalition of disparate corporate cultures yields appreciable levels of role stress for people in boundary-spanning positions. Dedicated assets and communication modality are factors that influence the level of role ambiguity and conflict. The authors implicate these facets of role stress as antecedents to four forms of effectiveness drawn from the competing values framework. The authors present alternative perspectives that examine the relationship between stress and performance. The received view frames role stressors as linear, negative antecedents to organizational outcomes. The authors contrast this perspective with theories that espouse triphasic, parabolic, and interactive influences of stressors on organizational outcomes. Data gathered with 218 managers of dual-branded retail oil outlets indicate that the relevance of these alternative perspectives is mitigated by the form of effectiveness pursued by the organization. The results support a linear relationship between role conflict and bargaining efforts, yet they also offer evidence of nonlinear influences of role ambiguity on contributions to sales, customer satisfaction, and competence. The study concludes with a discussion of relevance of the findings to the management of horizontal alliances and to interorganizational theory.

An exploratory investigation of interpersonal trust in new and mature market economies

Abstract This study investigates antecedents and consequences of interpersonal trust in new and mature market economies. The authors present a model which suggests that interpersonal trust emerges as a consequence of the legal environment and the extent of interfirm managerial control. The model also suggests that interpersonal trust and managerial controls influence performance. Hypotheses are tested in retail petroleum channels in Poland, (former East) Germany, and Norway. The results indicate that the production of trust and performance varies by country. The paper concludes with a discussion of the implications for franchise management and theory.

Social networks and the adverse selection problem in agency relationships

Abstract Agent selection is one of the most challenging decisions faced in the implementation of organizational strategy. Despite the central importance of this decision, limited research has addressed pre-contractual evaluation of agents. The purpose of this study is to illustrate how the examination of a potential partners network of relationships alleviates costs associated with the adverse selection problem. Propositions that underscore the influence of network quality and structure on pre-contractual uncertainty are developed.

Ownership decisions in plural contractual systems

A substantial body of research employs agency theory and transaction costs analysis to explain ownership decisions in distribution channels. Agency theory identifies factors that prompt firms to favor behavior‐based contracting over outcome‐based agreements. Transaction cost economics is a complementary framework which maintains that the organizational form in a location should be the one that economizes on production and transaction costs. Prior research illustrates that independent variables (e.g. proximity to highways, dedicated assets) outlined in these theories provide a partial explanation for ownership decisions. Nevertheless, scant research has analyzed whether factors outlined in agency theory and transaction cost analysis are employed by executives when making ownership decisions. The purpose of this study is to investigate managerial rationales underlying plural contractual networks.

Is dependent what we want to be? effects of incongruency

Abstract A paradigm shift within marketing has focused attention on the relational end of the exchange continuum where dependence justifies relationship behavior and drives outcomes. Previous research, however, ignores the possibility that attitudes toward dependence might also be responsible for relational and economic outcomes. We propose that the impact of adverse attitudes might be partially responsible for previous empirical results, contradicting the notion that parties respond favorably toward relationships and experience positive outcomes. Building on dependency theory, transactional cost analysis (TCA), and congruency theory, this study examines the influence attitudes toward dependence have on the ability of a channel member to work effectively under conditions where dependence exists. Results indicate that when dependence exists adverse attitudes toward dependence moderate the relationships between dependence and dealer satisfaction, and dependence and revenue generated from the relationship, but not necessarily in a negative fashion or under all dependent conditions.

A preliminary investigation of franchised oil distribution in Norway

Abstract This study utilizes agency theory to investigate contractual decisions among Norwegian oil retailers. Scandinavian oil refiners coordinate retail operations through three contractual forms: corporately-owned and operated facilities, corporately owned/franchisee-operated outlets, and franchisee-owned and operated service stations. The authors outline distinguishing factors of these contracts and develop an agency-based model of contractual choice. Reports from 181 station managers indicate that retail ownership varies with population density, location, and revenues. Franchisor-managed outlets exhibit the highest revenues while franchisee-owned outlets are employed in areas with the lowest population density. Franchisor-operated outlets are more likely to be utilized near freeways than corporately-owned/franchisee-operated service stations. The authors discuss the implications of the findings for franchise management and research.

STRATEGIC, METRIC, AND METHODOLOGICAL TRENDS IN MARKETING RESEARCH AND THEIR IMPLICATIONS FOR FUTURE THEORY AND PRACTICE

Diversity among procedures employed to examine marketing activity enhances the likelihood that research contributes to theory and practice. This study provides a conceptual framework of diversity among strategies, measures, and methods employed in marketing research. The framework serves as the basis of a review of 844 studies published in 1986-90 and 1996-2000 in the Journal of Marketing and Journal of Marketing Research. The review offers evidence of limited diversity among procedures employed in marketing research. Limited diversity results in few opportunities to engage in triangulation activities essential to knowledge development. The study concludes with a discussion of the implications for marketing research.

Business-to-Business Antecedents to Retail Co-Branding

ABSTRACT Retailers are increasingly adopting strategies in which two or more brands are simultaneously made available for consumption. Although co-branding strategies are increasingly deployed, factors leading to the establishment of these co-branded outlets have not been addressed. In this paper, we characterize retail distribution systems as networks of relationships among brand owners, suppliers, local retailers, and consumers. We examine factors that the owner of a branded retail concept is likely to assess when evaluating whether to establish co-branded locations with another branded concept. In addition, we employ logic from interorganizational theory to implicate potential antecedents to co-branding. The antecedent conditions include necessity, asymmetry, reciprocity, efficiency, stability, and legitimacy. Proposition are developed to underscore the contributions that research can make to co-branding.

A Generation X Scale: Creation and Validation

Douglas Couplands book, Generation X, was used as the basis for developing a scale measuring attitudes associated with a generation of people currently in their mid-20s (i.e., Generation X). Although much anecdotal evidence has been presented about this group, published research has not addressed measures of their attitudes. The scale reported here measures both young and old peoples attitudes toward older members of society, parents, jobs, and shopping. Instrument development involved three phases, and confirmatory factor analysis was employed to evaluate model fit.

Contextual bias in ethical judgment of marketing practices.

Human judgment is susceptible to contextual biases, yet most ethical models in marketing do not indicate how context influences decision making. The authors illustrate how ethical judgments of marketing practices can be influenced by contextually induced frames of reference. Scenarios describing ethical or unethical marketing practices are used in two experiments to prime subjects who subsequently rated the ethics of a target scenario. The target tends to be rated as more ethical by subjects primed with descriptions of unethical practices, and less ethical by subjects primed with descriptions of ethical practices. Moreover, this contrast effect is contingent upon the interplay of innate and induced moderating factors. Subjects with high needs for cognition that are unaware of the potential bias induced by contextual priming are prone to the contrast effect. Awareness of the priming-induced bias mitigates contrast effects among high need for cognition subjects. Implications for ethical decision making and further psychological research in marketing are discussed.