Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective

Abstract

Infidelity has been a common dark-side phenomenon in manufacturer–distributor (M–D) relationships, which, despite its harmful effects on operating performance and long-term viability, has received scant theoretical and empirical attention in marketing research. Using data collected from 103 manufacturers and 101 distributors located in the USA, we investigate this phenomenon by conceptualizing it as a developmental process, comprising motives, symptoms, manifestations, consequences, and remedies. Our findings show that, with a few exceptions, there are no significant differences between manufacturers and distributors with regard to their perceptions of: (a) the structural, processual, and contextual factors contributing to the emergence of infidelity; (b) the behavioral and attitudinal factors helping to diagnose partner infidelity; (c) the ambiguous, explicit, and deceptive manifestations of infidelity; (d) the possible passive, mild, or aggressive consequences of infidelity; and (e) the pre-emptive or post hoc measures that need to be taken to cure infidelity.

Metadata

Item Type:	Article
Authors/Creators:	Leonidou, LC Aykol, B Hadjimarcou, J Palihawadana, D https://orcid.org/0000-0002-3883-0160
Copyright, Publisher and Additional Information:	© 2021 Wiley Periodicals LLC. This is the peer reviewed version of the following article: Leonidou, L. C., Aykol, B., Hadjimarcou, J., & Palihawadana, D. (2021). Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective. Psychol Mark, 38, 2122– 2141, which has been published in final form at https://doi.org/10.1002/mar.21545. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions. This article may not be enhanced, enriched or otherwise transformed into a derivative work, without express permission from Wiley or by statutory rights under applicable legislation. Copyright notices must not be removed, obscured or modified. The article must be linked to Wiley’s version of record on Wiley Online Library and any embedding, framing or otherwise making available the article or pages thereof by third parties from platforms, services and websites other than Wiley Online Library must be prohibited.
Keywords:	business ethics, infidelity, manufacturer–distributor relationships
Dates:	Published: November 2021 Published (online): 17 July 2021 Accepted: 2 July 2021
Institution:	The University of Leeds
Academic Units:	The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS)
Depositing User:	Symplectic Publications
Date Deposited:	14 Jul 2021 14:58
Last Modified:	17 Jul 2023 00:13
Status:	Published
Publisher:	Wiley
Identification Number:	10.1002/mar.21545
Open Archives Initiative ID (OAI ID):	oai:eprints.whiterose.ac.uk:176038

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Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective

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