Contractual Governance, Fairness, and Extra-Role Altruistic Behavior in Chinese Buyer–Seller Relationships

References

• Aiken, L., and S. West. 1991. Multiple regression: Testing and interpreting interactions. Newbury Park, CA: Sage Publications.
   Google Scholar
• Anderson, J. C., and D. W. Gerbing. 1988. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 (3):411–423. doi:10.1037/0033-2909.103.3.411.
   Web of Science ®Google Scholar
• Antia, K. D., M. E. Bergen, S. Dutta, and R. J. Fisher. 2006. How does enforcement deter gray market incidence? Journal of Marketing 70 (1):92–106. doi:10.1509/jmkg.70.1.092.qxd.
   Web of Science ®Google Scholar
• Antia, K. D., and G. L. Frazier. 2001. The severity of contract enforcement in interfirm channel relationships. Journal of Marketing 65 (10):67–81. doi:10.1509/jmkg.65.4.67.18385.
   Google Scholar
• Ariño, A., and P. S. Ring. 2010. The role of fairness in alliance formation. Strategic Management Journal 31 (10):1054–1087. doi:10.1002/smj.846.
   Web of Science ®Google Scholar
• Armstrong, J. S., and T. S. Overton. 1977. Estimating nonresponse bias in mail surveys. Journal of Marketing Research 14 (8):396–402. doi:10.1177/002224377701400320.
   Web of Science ®Google Scholar
• Autry, C. W., L. R. Skinner, and C. W. Lamb. 2008. Interorganizational citizenship behaviors: An empirical study. Journal of Business Logistics 29 (2):53–74. doi:10.1002/j.2158-1592.2008.tb00087.x.
   Web of Science ®Google Scholar
• Bai, X., and J. J. Li. 2021. Alliance justice and relational performance the mediating role of boundary spanners’ citizenship behaviors. Management Decision 59 (2):223–39. doi:10.1108/MD-04-2019-0523.
   Web of Science ®Google Scholar
• Bai, X., S. Sheng, and J. J. Li. 2016. Contract governance and buyer-supplier conflict: The moderating role of institutions. Journal of Operations Management 41 (1):12–24. doi:10.1016/j.jom.2015.10.003.
   Google Scholar
• Batt, P. J., and S. Purchase. 2004. Managing collaboration within networks and relationships. Industrial Marketing Management 33 (3):169–174. doi:10.1016/j.indmarman.2003.11.004.
   Web of Science ®Google Scholar
• Bercovitz, J. E. L., and B. B. Tyler. 2014. Who I am and how I contract: The effect of contractors’ roles on the evolution of contract structure in university–industry research agreements. Organization Science 25 (6):1840–59. doi:10.1287/orsc.2014.0917.
   Web of Science ®Google Scholar
• Bies, R. J. and J. S. Moag. 1986. Interactional justice: Communication criteria of fairness. In Research on negotiations in organizations, ed. R. J. Lewicki, B. H. Sheppard, and M. Z. Bazerman., Vol. 1, 43–55. Greenwich, CT: JAI Press.
   Google Scholar
• Bouazzaoui, M., H.-J. Wu, J. K. Roehrich, B. Squire, and A. S. Roath. 2020. Justice in inter-organizational relationships: A literature review and future research agenda. Industrial Marketing Management 87 (5):128–137. doi:10.1016/j.indmarman.2020.02.003.
   Google Scholar
• Campbell, J. L. 2007. Why would corporations behave in socially responsible ways? An institutional theory of corporate social responsibility. Academy of Management Review 32 (3):946–967. doi:10.5465/amr.2007.25275684.
   Web of Science ®Google Scholar
• Cannon, J. P., and J. W. D. Perreault. 1999. Buyer-seller relationships in business markets. Journal of Marketing Research 36 (4):439–60. doi:10.1177/002224379903600404.
   Web of Science ®Google Scholar
• Cao, Z., and F. Lumineau. 2015. Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation. Journal of Operations Management 33-34 (1):15–42. doi:10.1016/j.jom.2014.09.009.
   Google Scholar
• Chang, S.-J., and B. Wu. 2014. Institutional barriers and industry dynamics. Strategic Management Journal 35 (8):1103–1123. doi:10.1002/smj.2152.
   Web of Science ®Google Scholar
• Choi, T. Y., J. J. Li, D. S. Rogers, T. Schoenherr, and S. M. Wagner. 2021. The oxford handbook of supply chain management. Oxford: Oxford University Press.
   Google Scholar
• Davlembayeva, D., S. Papagiannidis, and E. Alamanos. 2021. Sharing economy platforms: An equity theory perspective on reciprocity and commitment. Journal of Business Research 127 (4):151–166. doi:10.1016/j.jbusres.2021.01.039.
   Google Scholar
• Dougherty, D. 2001. Reimagining the differentiation and integration of work for sustained product innovation. Organization Science 12 (5):612–631. doi:10.1287/orsc.12.5.612.10096.
   Web of Science ®Google Scholar
• Dutton, J. E., J. M. Dukerich, and C. V. Harquail. 1994. Organizational images and member identification. Administrative Science Quarterly 39 (2):239–263. doi:10.2307/2393235.
   Web of Science ®Google Scholar
• Dyer, J. H., and W. Chu. 2003. The role of trustworthiness in reducing transaction costs and improving performance: Empirical evidence from the United States, japan, and korea. Organization Science 14 (1):57–68. doi:10.1287/orsc.14.1.57.12806.
   Web of Science ®Google Scholar
• Ellis, K. M., T. H. Reus, and B. T. Lamont. 2009. The effects of procedural and informational justice in the integration of related acquisitions. Strategic Management Journal 30 (2):137–161. doi:10.1002/smj.728.
   Web of Science ®Google Scholar
• Essig, M., A. H. Glas, K. Selviaridis, and J. K. Roehrich. 2016. Performance-based contracting in business markets. Industrial Marketing Management 59 (11):5–11. doi:10.1016/j.indmarman.2016.10.007.
   Google Scholar
• Faems, D., M. Janssens, A. Madhok, and B. V. Looy. 2008. Toward an integrative perspective on alliance governance: Connecting contract design, trust dynamics, and contract application. Academy of Management Journal 51 (6):1053–1078. doi:10.5465/amj.2008.35732527.
   Web of Science ®Google Scholar
• Fornell, C. and D. F. Larcker. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1):39–50.
   Web of Science ®Google Scholar
• Geyskens, I., J.-B. E. M. Steenkamp, and N. Kumar. 1999. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research 36 (2):223–38. doi:10.1177/002224379903600207.
   Web of Science ®Google Scholar
• Greenberg, J. 1987. Reactions to procedural injustice in payment distributions: Do the means justify the ends? Journal of Applied Psychology 77 (1):55–61. doi:10.1037/0021-9010.72.1.55.
   Google Scholar
• Griffith, D. A., M. G. Harvey, and R. F. Lusch. 2006. Social exchange in supply chain relationships: The resulting benefits of procedural and distributive justice. Journal of Operations Management 24 (2):85–98. doi:10.1016/j.jom.2005.03.003.
   Web of Science ®Google Scholar
• Hart, O. 2017. Incomplete contracts and control. American Economic Review 107 (7):1731–1752. doi:10.1257/aer.107.7.1731.
   Web of Science ®Google Scholar
• Heckman, J. J. 1979. Sample selection bias as a specification error. Econometrica 47 (1):153–161. doi:10.2307/1912352.
   Web of Science ®Google Scholar
• Heide, J. B., K. H. Wathne, and A. I. Rokkan. 2007. Interfirm monitoring, social contracts, and relationship outcomes. Journal of Marketing Research 44 (3):425–433. doi:10.1509/jmkr.44.3.425.
   Web of Science ®Google Scholar
• Hoskisson, R. E., L. Eden, C. M. Lau, and M. Wright. 2000. Strategy in emerging economies. Academy of Management Journal 43 (3):249–267. doi:10.2307/1556394.
   Web of Science ®Google Scholar
• Huang, Y., Y. Luo, Y. Liu, and Q. Yang. 2016. An investigation of interpersonal ties in interorganizational exchanges in emerging markets. Journal of Management 42 (6):1557–1587. doi:10.1177/0149206313511115.
   Web of Science ®Google Scholar
• Huo, B., Z. Wang, and Y. Tian. 2016. The impact of justice on collaborative and opportunistic behaviors in supply chain relationships. International Journal of Production Economics 177 (7):12–23. doi:10.1016/j.ijpe.2016.04.006.
   Google Scholar
• Huo, B., Y. Ye, and X. Zhao. 2015. The impacts of trust and contracts on opportunism in the 3PL industry: The moderating role of demand uncertainty. International Journal of Production Economics 170:160–170. doi:10.1016/j.ijpe.2015.09.018.
   Web of Science ®Google Scholar
• Husted, B. W., and R. Folger. 2004. Fairness and transaction costs: The contribution of organizational justice theory to an integrative model of economic organization. Organization Science 15 (6):719–729. doi:10.1287/orsc.1040.0088.
   Web of Science ®Google Scholar
• Jia, N. 2014. Are collective political actions and private political actions substitutes or complements? Empirical evidence from china’s private sector. Strategic Management Journal 35 (2):292–315. doi:10.1002/smj.2092.
   Web of Science ®Google Scholar
• Jia, Y., T. Wang, K. Xiao, and C. Guo. 2020. How to reduce opportunism through contractual governance in the cross-cultural supply chain context: Evidence from Chinese exporters. Industrial Marketing Management 91 (11):323–337. doi:10.1016/j.indmarman.2020.09.014.
   Google Scholar
• Jia, F., L. Wei, L. Jiang, Z. Hu, and Z. Yang. 2021. Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness. Journal of Business Research 131:69–80. doi:10.1016/j.jbusres.2021.03.039.
   Web of Science ®Google Scholar
• Kapsali, M., J. K. Roehrich, and P. Akhtar. 2019. Effective contracting for high operational performance in projects. International Journal of Operations & Production Management 39 (2):294–325. doi:10.1108/IJOPM-10-2017-0604.
   Web of Science ®Google Scholar
• Kashyap, V., K. D. Antia, and G. L. Frazier. 2012. Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships. Journal of Marketing Research 49 (2):260–276. doi:10.1509/jmr.09.0337.
   Web of Science ®Google Scholar
• Kashyap, V., and B. R. Murtha. 2017. The joint effects of ex ante contractual completeness and ex post governance on compliance in franchised marketing channels. Journal of Marketing 81 (3):130–153. doi:10.1509/jm.14.0089.
   Web of Science ®Google Scholar
• Kashyap, V., and E. Sivadas. 2012. An exploratory examination of shared values in channel relationships. Journal of Business Research 65 (5):586–593. doi:10.1016/j.jbusres.2011.02.008.
   Web of Science ®Google Scholar
• Kaynak, R., T. Sert, G. Sert, and B. Akyuz. 2015. Supply chain unethical behaviors and continuity of relationship: Using the PLS approach for testing moderation effects of inter-organizational justice. International Journal of Production Economics 162 (4):83–91. doi:10.1016/j.ijpe.2015.01.010.
   Google Scholar
• Kim, S. K., J. D. Hibbard, and S. D. Swain. 2011. Commitment in marketing channels: Mitigator or aggravator of the effects of destructive acts? Journal of Retailing 87 (4):521–539. doi:10.1016/j.jretai.2011.09.006.
   Web of Science ®Google Scholar
• Kim, K. K., S.-H. Park, S. Y. Ryoo, and S. K. Park. 2010. Inter-organizational cooperation in buyer-supplier relationships: Both perspectives. Journal of Business Research 63 (8):863–69. doi:10.1016/j.jbusres.2009.04.028.
   Web of Science ®Google Scholar
• Kreye, M. E., J. K. Roehrich, and M. A. Lewis. 2015. Servitising manufacturers: The impact of service complexity and contractual and relational capabilities. Production Planning & Control 26 (14–15):1233–1246. doi:10.1080/09537287.2015.1033489.
   Web of Science ®Google Scholar
• Kumar, N., L. K. Scheer, and J.-B. E. M. Steenkamp. 1995. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 32 (1):54–65. doi:10.1177/002224379503200107.
   Web of Science ®Google Scholar
• Leiblein, M. J., and D. J. Miller. 2003. An empirical examination of transaction- and firm-level influences on the vertical boundaries of the firm. Strategic Management Journal 24 (9):839–859. doi:10.1002/smj.340.
   Web of Science ®Google Scholar
• Li, L.-Y. 2010. Encouraging extra-role behavior in a channel context: The role of economic-, social-, and justice-based sharedness mechanisms. Industrial Marketing Management 39 (2):195–201. doi:10.1016/j.indmarman.2008.12.011.
   Web of Science ®Google Scholar
• Liang, H., N. Wang, Y. Xue, and S. Ge. 2017. Unraveling the alignment paradox: How does business—IT alignment shape organizational agility? Information Systems Research 28 (4):863–879. doi:10.1287/isre.2017.0711.
   Web of Science ®Google Scholar
• Li, N., D. S. Chiaburu, and B. L. Kirkman. 2017. Cross-level influences of empowering leadership on citizenship behavior: Organizational support climate as a double-edged sword. Journal of Management 43 (4):1076–1102. doi:10.1177/0149206314546193.
   Web of Science ®Google Scholar
• Li, R., C. Feng, and G. Zhuang. 2021. Safeguarding or coordinating? Unfolding the dual-function of contracts in manufacturer-distributor relationships. Industrial Marketing Management 98 (10):69–79. doi:10.1016/j.indmarman.2021.07.011.
   Google Scholar
• Lindell, M. K., and D. J. Whitney. 2001. Accounting for common method variance in cross-sectional research designs. Journal of Applied Psychology 86 (1):114–121. doi:10.1037/0021-9010.86.1.114.
   PubMed Web of Science ®Google Scholar
• Li, J. J., L. Poppo, and K. Z. Zhou. 2010. Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries. Strategic Management Journal 31 (4):349–370. doi:10.1002/smj.813.
   Web of Science ®Google Scholar
• Liu, Y., Y. Huang, Y. Luo, and Y. Zhao. 2012. How does justice matter in achieving buyer-supplier relationship performance? Journal of Operations Management 30 (5):355–67. doi:10.1016/j.jom.2012.03.003.
   Web of Science ®Google Scholar
• Liu, J. Y., G. Zhuang, C. Feng, and S. Li. 2023. How do interfirm relationships affect altruistic extra-role behavior? The mediating effect of organizational learning. Journal of Business-To-Business Marketing 30 (1):87–106. doi:10.1080/1051712X.2023.2188135.
   Web of Science ®Google Scholar
• Lui, S. S., and H.-Y. Ngo. 2004. The role of trust and contractual safeguards on cooperation in non-equity alliances. Journal of Management 30 (4):471–485. doi:10.1016/j.jm.2004.02.002.
   Web of Science ®Google Scholar
• Lumineau, F. 2017. How contracts influence trust and distrust. Journal of Management 43 (5):1553–1577. doi:10.1177/0149206314556656.
   Web of Science ®Google Scholar
• Lumineau, F., and J. E. Henderson. 2012. The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes. Journal of Operations Management 30 (5):382–95. doi:10.1016/j.jom.2012.03.005.
   Web of Science ®Google Scholar
• Lumineau, F., and D. Malhotra. 2011. Shadow of the contract: How contract structure shapes interfirm dispute resolution. Strategic Management Journal 32 (5):532–555. doi:10.1002/smj.890.
   Web of Science ®Google Scholar
• Luo, Y. 2002. Contract, cooperation, and performance in international joint ventures. Strategic Management Journal 23 (10):903–919. doi:10.1002/smj.261.
   Web of Science ®Google Scholar
• Luo, Y. 2007. The independent and interactive roles of procedural, distributive, and interactional justice in strategic alliances. Academy of Management Journal 50 (3):644–664. doi:10.5465/amj.2007.25526452.
   Web of Science ®Google Scholar
• Luo, Y. 2008. Procedural fairness and interfirm cooperation in strategic alliances. Strategic Management Journal 29 (1):27–46. doi:10.1002/smj.646.
   Web of Science ®Google Scholar
• Luo, Y., and M. Chen. 1997. Does guanxi influence firm performance. Asia Pacific Journal of Management 14 (1):1–16. doi:10.1023/A:1015401928005.
   Google Scholar
• Luo, Y., Y. Liu, Q. Yang, V. Maksimov, and J. Hou. 2015. Improving performance and reducing cost in buyer–supplier relationships: The role of justice in curtailing opportunism. Journal of Business Research 68 (3):607–615. doi:10.1016/j.jbusres.2014.08.011.
   Web of Science ®Google Scholar
• Lyons, B., and J. Mehta. 1997. Contracts, opportunism and trust: Self-interest and social orientation. Cambridge Journal of Economics 21 (2):239–257. doi:10.1093/oxfordjournals.cje.a013668.
   Web of Science ®Google Scholar
• Mackey, T. B., and J. B. Barney. 2013. Incorporating opportunity costs in strategic management research: The value of diversification and payout as opportunities forgone when reinvesting in the firm. Strategic Organization 11 (4):347–363. doi:10.1177/1476127013481447.
   Web of Science ®Google Scholar
• Malhotra, D., and F. Lumineau. 2011. Trust and collaboration in the aftermath of conflict: The effects of contract structure. Academy of Management Journal 54 (5):981–998. doi:10.5465/amj.2009.0683.
   Web of Science ®Google Scholar
• Miao, C. F., and G. Wang. 2016. Effects of work–family interface conflicts on salesperson behaviors: A double-edged sword. Journal of the Academy of Marketing Science 45 (5):762–83. doi:10.1007/s11747-016-0492-7.
   Web of Science ®Google Scholar
• Mooi, E. A., and M. Ghosh. 2010. Contract specificity and its performance implications. Journal of Marketing 74 (3):105–20. doi:10.1509/jm.74.2.105.
   Google Scholar
• Mouzas, S., and D. Ford. 2018. The mediating role of consent in business marketing. Industrial Marketing Management 74 (10):195–204. doi:10.1016/j.indmarman.2018.03.011.
   Google Scholar
• Muehlfeld, K., P. Rao Sahib, and A. Van Witteloostuijn. 2012. A contextual theory of organizational learning from failures and successes: A study of acquisition completion in the global newspaper industry, 1981-2008. Strategic Management Journal 33 (8):938–64. doi:10.1002/smj.1954.
   Web of Science ®Google Scholar
• Narasimhan, R., S. Narayanan, and R. Srinivasan. 2013. An investigation of justice in supply chain relationships and their performance impact. Journal of Operations Management 31 (5):236–247. doi:10.1016/j.jom.2013.05.001.
   Web of Science ®Google Scholar
• North, D. C.2005. Institutions and the performance of economies over time. In Handbook of new institutional economics, 21–30. Berlin, Heidelberg: Springer.
   Google Scholar
• Oflaç, B. S., U. Y. Sullivan, and Z. Kaya Aslan. 2021. Examining the impact of locus and justice perception on B2B service recovery. Journal of Business & Industrial Marketing 36 (8):1403–1414. doi:10.1108/JBIM-11-2019-0467.
   Web of Science ®Google Scholar
• Peng, M. W.2003. Institutional transitions and strategic choices. Academy of Management Review 28 (2):275–296.
   Web of Science ®Google Scholar
• Ploetner, O., and M. Ehret. 2006. From relationships to partnerships—new forms of cooperation between buyer and seller. Industrial Marketing Management 35 (1):4–9. doi:10.1016/j.indmarman.2005.08.006.
   Web of Science ®Google Scholar
• Podsakoff, P. M., and D. W. Organ. 1986. Self-reports in organizational research: Problems and prospects. Journal of Management 12 (4):531–544. doi:10.1177/014920638601200408.
   Web of Science ®Google Scholar
• Poppo, L., and T. Zenger. 2002. Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal 23 (8):707–725. doi:10.1002/smj.249.
   Web of Science ®Google Scholar
• Poppo, L., and K. Z. Zhou. 2014. Managing contracts for fairness in buyer-supplier exchanges. Strategic Management Journal 35 (10):1508–27. doi:10.1002/smj.2175.
   Web of Science ®Google Scholar
• Qian, L., P. Yang, and Y. Li. 2016. Does guanxi in china always produce value? The contingency effects of contract enforcement and market turbulence. Journal of Business & Industrial Marketing 31 (7):861–876. doi:10.1108/JBIM-08-2015-0142.
   Web of Science ®Google Scholar
• Reuer, J. J., and A. Ariño. 2007. Strategic alliance contracts: Dimensions and determinants of contractual complexity. Strategic Management Journal 28 (3):313–330. doi:10.1002/smj.581.
   Web of Science ®Google Scholar
• Roehrich, J. K., K. Selviaridis, J. Kalra, W. Van der Valk, and F. Fang. 2020. Inter-organizational governance: A review, conceptualisation and extension. Production Planning & Control 31 (6):453–469. doi:10.1080/09537287.2019.1647364.
   Web of Science ®Google Scholar
• Samaha, S. A., R. W. Palmatier, and R. P. Dant. 2011. Poisoning relationships perceived unfairness in channels of distribution. Journal of Marketing 75 (5):99–117. doi:10.1509/jmkg.75.3.99.
   Google Scholar
• Schepker, D. J., W.-Y. Oh, A. Martynov, and L. Poppo. 2014. The many futures of contracts: Moving beyond structure and safeguarding to coordination and adaptation. Journal of Management 40 (1):193–225. doi:10.1177/0149206313491289.
   Web of Science ®Google Scholar
• Schilke, O., and F. Lumineau. 2018. The double-edged effect of contracts on alliance performance. Journal of Management 44 (7):2827–2858. doi:10.1177/0149206316655872.
   Web of Science ®Google Scholar
• Sharp, B. M., D. D. Bergh, and M. Li. 2013. Measuring and testing industry effects in strategic management research. Organizational Research Methods 16 (1):43–66. doi:10.1177/1094428112470847.
   Web of Science ®Google Scholar
• Sheng, S., K. Z. Zhou, J. J. Li, and Z. Guo. 2018. Institutions and opportunism in buyer–supplier exchanges: The moderated mediating effects of contractual and relational governance. Journal of the Academy of Marketing Science 46 (6):1014–1031. doi:10.1007/s11747-018-0582-9.
   Web of Science ®Google Scholar
• Shen, L., C. Su, X. Zheng, and G. Zhuang. 2020. Between contracts and trust: Disentangling the safeguarding and coordinating effects over the relationship life cycle. Industrial Marketing Management 84 (1):183–193. doi:10.1016/j.indmarman.2019.06.006.
   Google Scholar
• Shen, L., Y. Wang, and W. Teng. 2017. The moderating effect of interdependence on contracts in achieving equity versus efficiency in interfirm relationships. Journal of Business Research 78 (9):277–284. doi:10.1016/j.jbusres.2016.12.023.
   Google Scholar
• Wang, Y., Y. Chen, Y. Fu, and W. Zhang. 2017. Do prior interactions breed cooperation in construction projects? The mediating role of contracts. International Journal of Project Management 35 (4):633–646. doi:10.1016/j.ijproman.2017.02.019.
   Web of Science ®Google Scholar
• Wang, Q., C. W. Craighead, and J. J. Li. 2014. Justice served: Mitigating damaged trust stemming from supply chain disruptions. Journal of Operations Management 32 (6):374–386. doi:10.1016/j.jom.2014.07.001.
   Web of Science ®Google Scholar
• Wang, T., J. Gao, Y. Jia, and C. L. Wang. 2022. The double-edged sword effect of adaptation strategy on performance: The mediation of legitimacy and synergy. Journal of Business Research 139 (2):448–456. doi:10.1016/j.jbusres.2021.10.004.
   Google Scholar
• Wang, Q., B. Huo, and X. Zhao. 2020. What makes logistics integration more effective? Governance from contractual and relational perspectives. Journal of Business Logistics 41 (3):259–281. doi:10.1111/jbl.12236.
   Web of Science ®Google Scholar
• Wang, Y., H. Liang, S. Sun, and Y. Xue. 2024. How distance influences contractual governance in buyer-seller relationships. Industrial Marketing Management 116 (1):1–11. doi:10.1016/j.indmarman.2023.09.004.
   Google Scholar
• Wang, Y., H. Liang, N. Yang, and S. Sun. 2021. How contract enforcement reduces opportunism? The paradoxical moderating effect of interfirm guanxi. Industrial Marketing Management 97 (8):115–125. doi:10.1016/j.indmarman.2021.06.010.
   Google Scholar
• Wei, R., G. Zhuang, and S. Li. 2022. Impact of contract specificity and enforcement on channel opportunism and conflict. Journal of Business-To-Business Marketing 29 (2):197–209. doi:10.1080/1051712X.2022.2058547.
   Web of Science ®Google Scholar
• Wuyts, S. 2007. Extra-role behavior in buyer–supplier relationships. International Journal of Research in Marketing 24 (4):301–311. doi:10.1016/j.ijresmar.2007.05.002.
   Web of Science ®Google Scholar
• Xu, D., K. Z. Zhou, and F. Du. 2019. Deviant versus aspirational risk taking: The effects of performance feedback on bribery expenditure and r&d intensity. Academy of Management Journal 62 (4):1226–1251. doi:10.5465/amj.2016.0749.
   Web of Science ®Google Scholar
• Yang, Z., C. Su, and K.-S. Fam. 2012. Dealing with institutional distances in international marketing channels: Governance strategies that engender legitimacy and efficiency. Journal of Marketing 76 (5):41–55. doi:10.1509/jm.10.0033.
   Google Scholar
• Yilmaz, C., B. Sezen, and E. T. Kabadayı. 2004. Supplier fairness as a mediating factor in the supplier performance–reseller satisfaction relationship. Journal of Business Research 57 (8):854–863. doi:10.1016/S0148-2963(02)00485-X.
   Web of Science ®Google Scholar
• Zhang, Z., C. Zhang, and J. Chang. 2021. The deterrence effect of guanxi on opportunism: The moderating effects of “three institutional pillars”. Industrial Marketing Management 94 (3):41–51. doi:10.1016/j.indmarman.2021.02.002.
   Google Scholar
• Zhao, D., F. F. Gu, and L. Wang. 2022. The impact of contractual governance on forms of opportunism. Industrial Marketing Management 102 (4):89–103. doi:10.1016/j.indmarman.2022.01.006.
   Google Scholar
• Zhao, X., J. G. Lynch, and Q. Chen. 2010. Reconsidering Baron and Kenny: Myths and truths about mediation analysis. Journal of Consumer Research 37 (2):197–206. doi:10.1086/651257.
   Web of Science ®Google Scholar
• Zheng, J., J. K. Roehrich, and M. A. Lewis. 2008. The dynamics of contractual and relational governance: Evidence from long-term public–private procurement arrangements. Journal of Purchasing & Supply Management 14 (1):43–54. doi:10.1016/j.pursup.2008.01.004.
   Google Scholar
• Zhou, K. Z., G. Y. Gao, and H. Zhao. 2017. State ownership and firm innovation in china: An integrated view of institutional and efficiency logics. Administrative Science Quarterly 62 (2):375–404. doi:10.1177/0001839216674457.
   Web of Science ®Google Scholar
• Zhou, M., K. Govindan, and X. Xie. 2020. How fairness perceptions, embeddedness, and knowledge sharing drive green innovation in sustainable supply chains: An equity theory and network perspective to achieve sustainable development goals. Journal of Cleaner Production 260 (7):120950. doi:10.1016/j.jclepro.2020.120950.
   Google Scholar
• Zhou, K. Z., J. J. Li, S. Sheng, and A. T. Shao. 2014. The evolving role of managerial ties and firm capabilities in an emerging economy: Evidence from china. Journal of the Academy of Marketing Science 42 (6):581–595. doi:10.1007/s11747-014-0371-z.
   Web of Science ®Google Scholar
• Zhou, K. Z., and D. Xu. 2012. How foreign firms curtail local supplier opportunism in china: Detailed contracts, centralized control, and relational governance. Journal of International Business Studies 43 (7):677–692. doi:10.1057/jibs.2012.7.
   Web of Science ®Google Scholar
• Zhou, J., C. Zhang, L. Shen, and K. Z. Zhou. 2020. Interpersonal guanxi and partner extra-role behavior: Mediating role of relational and transactional governance strategy. Industrial Marketing Management 91 (11):551–562. doi:10.1016/j.indmarman.2020.03.022.
   Google Scholar