Improving performance and curtailing opportunism: the role of contractual issue inclusiveness and obligatoriness in channel relationships

摘要

Purpose - The purpose of this study is to enhance the understanding of the role of contracts in channel relationships. Treating contracts as a multidimensional construct, this study examines the effects of contractual issue inclusiveness and contractual obligatoriness on performance and opportunism, as well as the moderating effects of relational norms on the above relationships.