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Suspicion / Hunter Gary L. in Industrial marketing management, Vol. 40 N° 7 (Special issue) (Octobre 2011) 

Public ISBD [article]  in Industrial marketing management > Vol. 40 N° 7 (Special issue) (Octobre 2011) . - pp. 1183–1192 Titre : Suspicion : Its sources, means of control, and effect on interorganizational relationships Type de document : texte imprimé Auteurs : Hunter Gary L., Auteur ; Gassenheimer Jule B., Auteur ; Siguaw Judy A., Auteur Année de publication : 2012 Article en page(s) : pp. 1183–1192 Langues : Anglais (eng) Mots-clés : suspicion;distribution  system  ;channels  ;interorganizational  relationships  ;opportunistic  behavior  ;trust Index. décimale : 650 Résumé : Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion. Note de contenu : industrial marketing DEWEY : 650 ISSN : 0019-8501 En ligne : http://www.sciencedirect.com/science/article/pii/S0019850110002221 [article] Suspicion : Its sources, means of control, and effect on interorganizational relationships [texte imprimé] / Hunter Gary L., Auteur ; Gassenheimer Jule B., Auteur ; Siguaw Judy A., Auteur . - 2012 . - pp. 1183–1192. Langues : Anglais (eng) in Industrial marketing management > Vol. 40 N° 7 (Special issue) (Octobre 2011) . - pp. 1183–1192 Mots-clés : suspicion;distribution  system  ;channels  ;interorganizational  relationships  ;opportunistic  behavior  ;trust Index. décimale : 650 Résumé : Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion. Note de contenu : industrial marketing DEWEY : 650 ISSN : 0019-8501 En ligne : http://www.sciencedirect.com/science/article/pii/S0019850110002221