284
Views
15
CrossRef citations to date
0
Altmetric
Articles

The Crowding Out Effects of Monitoring in Franchise Relationships: The Mediating Role of Relational Solidarity

&
Pages 19-41 | Published online: 07 Jan 2011

REFERENCES

  • Adler , P. S. , & Borys , B. ( 1996 ). Two types of bureaucracy: Enabling and coercive . Administrative Science Quarterly , 41 ( 1 ), 61 – 89 .
  • Aiken , M. , & Hage , J. ( 1966 ). Organizational alienation: A comparative analysis . American Sociological Review , 31 ( 4 ), 497 – 507 .
  • Anderson , E. , & Coughlan , A. T. ( 2002 ). Channel management: Structure, governance, and relationship management . In B. A. Weitz & R. Wensley (Eds.), Handbook of marketing (pp. 223 – 247 ). London , England : Sage .
  • Anderson , E. , & Oliver , R. L. ( 1987 ). Perspectives on behavior-based versus outcome-based salesforce control systems . Journal of Marketing , 51 ( 4 ), 76 – 88 .
  • Anderson , J. C. , & Gerbing , D. W. ( 1988 ). Structural equation modeling in practice: A review and recommended two-step approach . Psychological Bulletin , 103 ( 3 ), 411 – 423 .
  • Anderson , J. C. , & Narus , J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing , 54(1), 42–58.
  • Anselmi , K. , & Marquardt , R. A. ( 2000 ). A manufacturer's dependence advantage and the reduction in distributor opportunism: The role of a benevolent perspective of governance . American Marketing Association Conference Proceedings , 11 , 325 – 337 .
  • Antia , K. D. , & Frazier , G. L. ( 2001 ). The severity of contract enforcement in interfirm channel relationships . Journal of Marketing , 65 ( 4 ), 67 – 81 .
  • Antia , K. D. , Bergen , M. E. , Dutta , S. , & Fisher , R. L. ( 2006 ). How does enforcement deter gray market incidence? . Journal of Marketing , 70 ( 1 ), 92 – 106 .
  • Armstrong , J. S. , & Overton , T. S. ( 1977 ). Estimating nonresponse bias in mail surveys . Journal of Marketing Research , 14 ( August ), 396 – 402 .
  • Aulakh , P. S. , & Gencturk , E. F. ( 2000 ). International principal–agent relationships: Control, governance, and performance . Industrial Marketing Management , 29 ( November ), 521 – 538 .
  • Bagozzi , R. P. , & Yi , Y. ( 1988 ). On the evaluation of structural equation models . Journal of the Academy of Marketing Science , 16 ( Spring ), 74 – 94 .
  • Barkema , H. G. ( 1995 ). Do top managers work harder when they are monitored? Kyklos , 48 ( 2 ), 19 – 42 .
  • Baker , G. P. ( 1992 ). Incentive contracts and performance measurement . Journal of Political Economy , 100 ( 5 ), 598 – 614 .
  • Barnard , C. ( 1938 ). The functions of the executive . Cambridge , MA : Harvard University Press .
  • Baron , R. M. , & Kenny , D. A. ( 1986 ). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations . Journal of Personality and Social Psychology , 51 ( December ), 1173 – 1182 .
  • Barzel , Y. ( 1982 ). Measurement cost and the organization of markets . Journal of Law & Economics , 25 ( April ), 27 – 48 .
  • Bello , D. C. , & Gilliland , D. I. ( 1997 ). The effect of output controls, process controls, and flexibility on export channel performance . Journal of Marketing , 61 ( 1 ), 22 – 38 .
  • Bello , D. C. , Zhang , L. , & Sachdev , H. J. ( 1996 ). The quasi-integrated export marketing channel . Journal of Marketing Channels , 5 ( 1 ), 59 – 90 .
  • Bentler , P. M. ( 1990 ). Comparative fit indexes in structural models . Psychological Bulletin , 107 ( 2 ), 238 – 246 .
  • Blair , R. D. , & Lafontaine , F. ( 2005 ). The economics of franchising . Cambridge , England : Cambridge University Press .
  • Blau , P. M. , & Scott , W. R. ( 1962 ). Formal organizations: A comparative analysis . San Francisco , CA : Chandler .
  • Brehm , J. W. ( 1966 ). A theory of psychological reactance . New York , NY : Academic Press .
  • Celly , K. S. , & Frazier , G. L. ( 1996 ). Outcome-based and behavior-based coordination efforts in channel relationships . Journal of Marketing Research , 33 ( May ), 200 – 210 .
  • Challagalla , G. N. , & Shervani , T. A. ( 1996 ). Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction . Journal of Marketing , 60 ( January ), 89 – 105 .
  • Dahlstrom , R. , & Nygaard , A. (1999). An empirical investigation of ex post transaction costs in franchised distribution channels. Journal of Marketing Research , 36( May), 160–170.
  • Deci , E. L. , & Ryan , R. M. ( 1985 ). Intrinsic motivation and self-determination in human behavior . New York , NY : Plenum .
  • Deci , E. L. , & Ryan , R. M. ( 1987 ). The support of autonomy and the control of behavior . Journal of Personality and Social Psychology , 53 ( 6 ), 1024 – 1037 .
  • Deci , E. L. , Koestner , R. , & Ryan , R. M. ( 1999 ). A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation . Psychological Bulletin , 125 ( 6 ), 692 – 700 .
  • Eisenhardt , K. M. ( 1985 ). Control: Organizational and economic approaches . Management Science , 31 ( February ), 134 – 149 .
  • Enzle , M. E. , & Anderson , S. C. ( 1993 ). Surveillant intentions and intrinsic motivation . Journal of Personality and Social Psychology , 64 ( 2 ), 257 – 266 .
  • Fama , E. F. , & Jensen , M. C. ( 1983 ). Agency problems and residual claims . Journal of Law and Economics , 26 ( 2 ), 327 – 379 .
  • Fornell , C. , & Larcker , D. F. ( 1981 ). Evaluating structural equation models with unobservable variables and measurement error . Journal of Marketing Research , 18 ( 1 ), 39 – 50 .
  • Frey , B. S. ( 1993 ). Does monitoring increase work effort? The rivalry with trust and loyalty . Economic Inquiry , 31 ( October ), 663 – 670 .
  • Ghosh , M. , & John , G. ( 1999 ). Governance value analysis and marketing strategy . Journal of Marketing , 63 ( Special Issue ), 131 – 145 .
  • Harris , L. C. , & Ogbonna , E. ( 2006 ). Service sabotage: A study of antecedents and consequences . Journal of the Academy of Marketing Science , 34 ( Fall ), 543 – 558 .
  • Hedge , J. W. , & Kavanagh , M. J. ( 1988 ). Improving the accuracy of performance evaluations: Comparison of three methods of performance appraiser training . Journal of Applied Psychology , 73 ( 1 ), 68 – 73 .
  • Heide , J. B. , & John , G. ( 1992 ). Do norms matter in marketing relationships? . Journal of Marketing , 56 ( April ), 32 – 44 .
  • Heide , J. B. , & Miner , A. S. ( 1992 ). The shadow of the future: Effects of anticipated interaction and frequency of contact on buyer-seller cooperation . Academy of Management Journal , 35 ( 2 ), 265 – 291 .
  • Heide , J. B. , Wathne , K. H. , & Rokkan , A. I. ( 2007 ). Interfirm monitoring, social contracts, and relationship outcomes . Journal of Marketing Research , 44 ( August ), 425 – 433 .
  • Holmstrom , B. , & Milgom , P. R. ( 1987 ). Aggregation and linearity in the provision of intertemporal incentives . Econometrica , 55 ( 2 ), 303 – 328 .
  • Hooper , D. , Coughlan , J. , & Mullen , Michael ( 2008 ). Structural equation modeling: Guidelines for determining model fit . Electronic Journal of Business Research Methods , 6 ( 1 ), 53 – 60 .
  • Hutcheson , G. , & Sofroniou , N. ( 1999 ). The multivariate social scientist: Introductory statistics using generalized linear models . Thousand Oaks , CA : Sage .
  • International Franchise Association . ( 2000 ). The profile of franchising, vol. III: A statistical abstract of 1998 UFOC Data . New York , NY : IFA Educational Foundation .
  • Jacobides , M. G. , & Croson , D. C. (2001). Information policy: Shaping the value of agency relationships. Academy of Management Review , 26( April), 202–223.
  • Jap , S. D. ( 2001 ). “Pie sharing” in complex collaboration contexts . Journal of Marketing Research , 38 ( 1 ), 86 – 99 .
  • Jaworski , B. J. , & MacInnis , D. J. ( 1989 ). Marketing jobs and management controls: Toward a framework . Journal of Marketing Research , 26 ( 4 ), 406 – 419 .
  • Jensen , M. C. ( 1998 ). Foundations of organizational strategy . Cambridge , MA : Harvard University Press .
  • Jensen , M. C. , & Meckling , W. H. ( 1976 ). Theory of the firm: Managerial behavior, agency costs, and capital structure . Journal of Financial Economics , 3 ( 4 ), 305 – 360 .
  • John , G. ( 1984 ). An empirical investigation of some antecedents of opportunism in a marketing channel . Journal of Marketing Research , 21 ( 3 ), 278 – 289 .
  • John , G. , & Weitz , B. A. ( 1988 ). Forward integration into distribution: An empirical test of transaction cost analysis . Journal of Law, Economics, and Organization , 4 ( Fall ), 337 – 350 .
  • Kabadayi , S. , & Ryu , S. ( 2007 ). The protection of the trustor through the use of control mechanisms and its performance implications . The Journal of Business & Industrial Marketing , 22 ( 4 ), 260 – 271 .
  • Kaufmann , P. J. ( 1987 ). Commercial exchange relationships and the “negotiator's dilemma.” Negotiation Journal , 3 ( 1 ), 73 – 80 .
  • Kaufmann , P. J. , & Dant , R. P. ( 1992 ). The dimensions of commercial exchange . Marketing Letters , 3 ( 2 ), 171 – 185 .
  • Kaufmann , P. J. , & Dant , R. P. ( 1999 ). Franchising and the domain of entrepreneurship research . Journal of Business Venturing , 14 ( January ), 5 – 16 .
  • Kerr , S. ( 1975 ). On the folly of rewarding A, while hoping for B . Academy of Management Journal , 18 ( 4 ), 769 – 783 .
  • Kline , R. B. ( 2005 ). Principles and practice of structural equation modeling . New York , NY : Guilford .
  • Lal , R. ( 1990 ). Improving channel coordination through franchising . Marketing Science , 9 ( 4 ), 299 – 318 .
  • Lazear , E. P. ( 1989 ). Pay equality and industrial politics . Journal of Political Economy , 97 ( 3 ), 561 – 580 .
  • Macneil , I. R. ( 1980 ). The new social contract . New Haven , CT : Yale University Press .
  • Macneil , I. R. ( 1981 ). Economic analysis of contractual relations: Its shortfalls and the need for a “rich classification apparatus.” Northwestern University Law Review , 75 ( 6 ), 1018 – 1063 .
  • McGraw , K. O. ( 1978 ). The detrimental effects of reward on performance: A literature review and a prediction model . In M. R. Lepper & D. Greene , (Eds.), The hidden costs of reward: New perspectives of human behavior (pp. 33 – 60 ). New York , NY : Erlbaum .
  • Meyer , M. W. ( 2000 ). Finding performance: The new discipline in management . Boston , MA : Harvard Business School Press .
  • Milgrom , P. , & Roberts , J. ( 1989 ). An economic approach to influence activities in organizations . American Journal of Sociology , 94 ( Supplement ), S154 – S179 .
  • Mohr , J. , & Nevin , J. R. (1990). Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing , 54(4), 36–51.
  • Moorman , R. H. , & Wells , D. H. ( 2003 ). Can electronic performance monitoring be fair? Exploring relationships among monitoring characteristics, perceived fairness, and job performance . Journal of Leadership and Organizational Studies , 10 ( 2 ), 2 – 16 .
  • Murry , J. P. , & Heide , J. B. ( 1998 ). Managing promotion program participation within manufacturer-retailer relationships . Journal of Marketing , 62 ( 1 ), 58 – 68 .
  • Niehoff , B. P. , & Moorman , R. H. ( 1993 ). Justice as a mediator of the relationship between methods of monitoring and organizational citizenship behavior . Academy of Management Journal , 36 ( June ), 527 – 556 .
  • Ouchi , W. G. ( 1979 ). A conceptual framework for the design of organizational control mechanisms . Management Science , 25 ( September ), 833 – 848 .
  • Ouchi , W. G. ( 1980 ). Markets, bureaucracies, and clans . Administrative Science Quarterly , 25 ( March ), 129 – 142 .
  • Pilling , B. K. , Crosby , L. C. , & Jackson , D. W. ( 1994 ). Relational bonds in industrial exchange: An experimental test of the transaction cost economic framework . Journal of Business Research , 30 ( July ), 237 – 251 .
  • Podsakoff , P. M. , MacKenzie , S. B. , Lee , J.-Y. , & Podsakoff , N. P. ( 2003 ). Common method biases in behavioral research: A critical review of the literature and recommended remedies . Journal of Applied Psychology , 88 ( October ), 879 – 903 .
  • Provan , K. G. , & Skinner , S. J. ( 1989 ). Interorganizational dependence and control as predictors of opportunism in dealer-supplier relations . Academy of Management Journal , 32 ( March ), 202 – 212 .
  • Rizzo , J. R. , House , R. J. , & Lirtzman , S. I. ( 1970 ). Role conflict and ambiguity in complex organizations . Administrative Science Quarterly , 15 ( 2 ), 150 – 163 .
  • Rokkan , A. I. , Heide , J. B. , & Wathne , K. H. ( 2003 ). Specific investments in marketing relationships: Expropriation and bonding effects . Journal of Marketing Research , 40 ( 2 ), 210 – 224 .
  • Ryu , S. , Kabadayi , S. , & Chung , C. ( 2007 ). The relationship between unilateral and bilateral control mechanisms: The contextual effect of long-term orientation . Journal of Business Research , 60 ( July ), 681 – 689 .
  • Sen , K. C. ( 2001 ). Information asymmetry and the franchise decision . Journal of Marketing Channels , 8 ( 1/2 ), 91 – 109 .
  • Simon , H. A. ( 1947 ). Administrative behavior . New York , NY : Macmillan .
  • Sims , H. P. , & Gioia , D. A. ( 1984 ). Performance failure: Executive response to self-serving bias . Business Horizons , 27 ( 1 ), 64 – 71 .
  • Stump , R. L. , & Heide , J. B. ( 1996 ). Controlling supplier opportunism in industrial relationships . Journal of Marketing Research , 33 ( 4 ), 431 – 441 .
  • Thompson , J. D. ( 1967 ). Organizations in action . New York , NY : McGraw-Hill .
  • Wathne , K. H. , & Heide , J. B. ( 2000 ). Opportunism in interfirm relationships: Forms, outcomes, and solutions . Journal of Marketing , 64 ( 4 ), 36 – 51 .
  • Williamson , O. E. ( 1975 ). Markets and hierarchies: Analysis and antitrust implications . New York , NY : Free Press .
  • Zahra , S. A. , Yavuz , R. I. , & Ucbasaran , D. ( 2006 ). How much do you trust me? The dark side of relational trust in new business creation in established companies . Entrepreneurship Theory and Practice , 30 ( July ), 541 – 559 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.