Connecting power with locus of control in marketing channel relationships: a response surface approach

The ambiguous relationship of ICT and organizational performance: a literature review

“…Coordination via advanced ICT can reduce costs and enhance information exchange quality, improving visibility of business process and procedures (for implications of this enhanced “visibility”, see Yamin and Sinkovics, 2007). At the same time, ICT reduces information asymmetry between exchange partners, which both increases the opportunity to exert control while reducing the motivation to control the partner (Keysuk and Hsieh, 2006). This perspective again highlights the ambiguous nature of ICT in the international exchange partner context.…”

“…This perspective again highlights the ambiguous nature of ICT in the international exchange partner context. If we follow Weitz and Jap's (1995) conceptualization of power, which equates control with power, ICT allows the larger MNE customer to wield more power over their partners, however, the motivation to use this power may in fact be reduced (see nonlinear power relationships between supplier and distributor in the work of Keysuk and Hsieh, 2006).…”

“…Power and dependence are seen as a mirror image of the same construct (Frazier, 1983), thus pointing at the ambiguous nature of interdependence. Recent studies try to break dependence into interdependence asymmetry and magnitude and explore the impact of both dimensions on channel relationship (Keysuk and Hsieh, 2006; Kim and Hsieh, 2003; Kumar and Scheer, 1995; Ryu and Eyuboglu, 2007). Interdependence magnitude refers to the sum of both parties' dependencies on the another and interdependence asymmetry is the difference between one party‘s dependence on another (Kumar and Scheer, 1995; Ryu and Eyuboglu, 2007).…”