Journal of Marketing Science ›› 2012, Vol. 8 ›› Issue (2): 115-128.

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The Impacts of Channel Tie Strength on the Relational Governance: The Different Role of Behavioral and Emotional Dimensions

Zhang Chuang, Tian Min, Guan Yuhong   

  1. Zhang Chuang,Dongbei University of Finance and Economics, School of Business Administration; Xi’an Jiaotong University, School of Management.
    Tian Min, Dongbei University of Finance and Economics, School of Business Administration;
    Guan Yuhong, Dongbei University of Finance and Economics, School of Business Administration.
  • Online:2012-06-01 Published:2013-03-31

Abstract:

his paper introduces a core construct of social network theory, namely channel tie strength to channel governance research framework, and empirically test the impacts of channel tie strength on the relational governance based on survey data. The findings show that the emotional and behavioral dimension of the channel tie strength construct has different impact on the relational governance behaviors. Especially, emotional intensity which presents the emotional dimension has positive and significant impact on joint problem solution; mutual confiding and reciprocal services which present the behavioral dimension have positive and significant impact on joint plan. Finally, joint solution negatively and significantly influences opportunism behavior. The paper highlights the necessity and importance to study the role of emotional factors in the channel governance.
 

Key words: channel tie strength, channel governance, relational governance, opportunism behavior