• Proceedings of the Korean DIstribution Association Conference
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• 2005.05a
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• pp.87-110
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• 2005

So far, the studies on the dissolution of relationship have regarded dissolution intention as the final consequence, therefore have not investigated phenomena after the formation of dissolution intention. This study is a seminal work which shows the mechanisms of deterioration of dissolution intention toward complete dissolution. So, this study has the scope from the formation of dissolution intention and to the right before of the complete dissolution. This study has investigated the consequences of dissolution intention(increasing opportunism, decreasing transaction specific investment, and decreasing cooperation) and the relationships of them empirically. As the result of hypotheses test using data collected from 179 newspaper branch office samples, all hypotheses are supported. Dissolution intention has the positive effect on opportunism and negative effect on transaction specific investment. Opportunism decrease transaction specific investment and cooperation. And, transaction specific investment has the positive effect on cooperation. Finally, the authors discussed the theoretical contributions, managerial implications, and limitations of this study and presented the future research directions.

• Journal of Distribution Research
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• v.10 no.1
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• pp.85-106
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• 2005

This study has investigated the mediating effects of dependence, goal incongruence, and conflict in processing of environmental dynamism effects on the dissolution intention in the discount store industry. As the result of hypotheses test using data collected from 180 supplier samples, environmental dynamism has the positive effects on dependence, goal incongruence, and conflict. Goal incongruence has the positive effect on conflict. Goal incongruence and conflict has the positive effects on dissolution intention. But, dependence didn't decrease dissolution intention significantly. Finally, the authors discussed the theoretical contributions, managerial implications, and limitations of this study and presented the future research directions.

• Journal of Distribution Research
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• v.9 no.3
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• pp.21-47
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• 2004

This study has investigated the effects of relieving and promoting factors on dissolution intention under the condition of low commitment buyer-seller relationships. Based on intensive literature reviews, eight alleviating factors (dependence, cooperation, communication, relational norms, transaction specific investments, relationship termination costs, satisfaction, and trust) and five promoting factors (opportunism, conflict, goal incongruity, attractiveness of alternatives, and unfairness) were included. A total of thirteen hypotheses were testee using data collected from a dining franchising system. Among 300 collected, 79 cases of low commitment buyer-seller relationships were analyzed. The results showed that eight out of thirteen hypotheses were supported. But five hypotheses related to the variables of cooperation, transaction specific investments, relationship termination costs, attractiveness of alternatives, and opportunism were not supported. following a detailed presentation of the analysis results, the paper concludes by discussing the academic and managerial implications of the findings.