Title

Antecedents and Consequences of Opportunism in Buyer-Supplier Relations: Research Synthesis and New Frontiers

Document Type

Article

Publication Date

11-1-2008

Department

Marketing and Fashion Merchandising

Abstract

Buyers and suppliers must concern themselves with opportunism, a phenomenon empirically established in exchange relationships. What causes frills to behave opportunistically? What are the consequences of firms' opportunistic behavior? To date, these antecedents and consequences have not been comprehensively synthesized. Herein, the opportunism phenomenon is revisited to expose research gaps and chart new directions that will enhance our understanding of buyer-supplier relationships. First, we provide a brief review of two critical theories of exchange that provide a theoretical foundation for opportunism. We next provide an overview of opportunism. Then each of the antecedents and consequences is discussed with emphasis on the contribution of each finding, Finally, and most importantly, several promising paths for further research are proposed. (C) 2007 Elsevier Inc. All rights reserved.

Publication Title

Industrial Marketing Management

Volume

37

Issue

8

First Page

895

Last Page

909