Response Strategies to Noncooperative Incidents in Distribution Partnerships

This project attempts to address questions including:what are the viable response strategies to noncooperative incidents (NCIs) in distribution partnerships;how do NCI attributions influence the use of response strategies; andhow do response strategies affect channel equity.Integrating from literature in institutional economics, channel governance and attribution theory, this project develops a model of response strategies to NCIs in distribution partnerships. The researchers introduce four types of response strategies (i.e.,exit, adjustments of incentives, adjustments of socialization, and tolerance). They further examine their association with different types of NCI attributions and influences on the change in channel equity.