The Effects of Conflict and Opportunism on Guanxi

Abstract

From the perspective of channel destructive behaviors, we examine the impact conflict, opportunism on channel member flexibility, and analyze the effect of contract utilization on above-mentioned effects, and then analyze the impact of contract utilization on Guanxi with channel partners. Using data from firms, this paper finds that conflict and opportunism have significant effects on channel member flexibility. The finding supports the premise that contract utilization moderates relationship between conflict, opportunism and channel member flexibility. In addition, this researchshows that channel member flexibility have significant effects on Guanxi.