Authors: James A. NARUS; Samy BELAID; Tibor MANDJAK
Role behaviors in business networks emerge from interactions between organizations and between human members and non-human elements such as products, technologies, information, know-how, rules and procedures, where the division of labor and allocation of tasks leads to role differentiation (Todeva 2006). The exercise of these roles is naturally not without frictions, tensions and conflicts between and among the involved network actors (Anderson and Narus 1990). In this paper we investigate and analyze the relationships between the different actors in the Tunisian auto parts aftermarket as they relate to channel conflict. As a result of a series of interviews with Tunisian auto parts aftermarket jobbers and an extensive survey of academic literature on the topic, we propose a conceptual model of channel conflict. The antecedents of conflict pivot around three classic channels constructs – governance, compliance, and opportunism. As for the focal construct in our research – conflict – we examine four constituent components – latent, perceived, affective, and manifest conflict. In turn the model proposes both short-term and long-term consequences of channel conflict. In concert with the Business Network Model, we study key outcomes of long-term profitability, brand image, and commitment. Finally, we link all these constructs to an ultimate outcome – continuity of channel relationships. The results reported in this paper are exploratory in nature culminating in a proposed conceptual model. We thus conclude the paper with an explication of how large-sample empirical research can and should be conducted to test the model. We propose that it not only be tested in the Tunisian marketplace but also in European, North American, and Asian markets. In this way, we will be able to demonstrate that our model has universal applicability.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2016
Conference: Poznan, Poland (2016)