The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships
| Main Author: | |
|---|---|
| Language: | English |
| Published: |
The Ohio State University / OhioLINK
1996
|
| Online Access: | http://rave.ohiolink.edu/etdc/view?acc_num=osu1261161372 |
| id |
ndltd-OhioLink-oai-etd.ohiolink.edu-osu1261161372 |
|---|---|
| record_format |
oai_dc |
| spelling |
ndltd-OhioLink-oai-etd.ohiolink.edu-osu12611613722021-08-03T05:57:51Z The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships Pullins, Ellen Bolman <p>Because relationship marketing is a pervasive concept in the marketing literature, there is a need to systematically evaluate individual differences in who can best initiate cooperative relationships, as well as the situational factors that increase the likelihood of their initiation. This research takes the perspective of relationship initiation as a negotiation in which integrative (win-win) tactics increase the likelihood of continued cooperation. The focus is on how negotiating may result in the transition from an exploration phase in relationship development to an expansion phase. Ultimately, the goal is to understand how individual differences and situational characteristics interact to determine the use of integrative tactics, higher relationship satisfaction and joint profits.</p><p>In study 1, using self-determination theory, I find that an autonomy causality orientation (individual difference variable) increases the likelihood of the introduction of integrative tactics. In study 2, I find that a task non-contingent situational reward encourages the introduction of integrative tactics through the same process as the individual difference variable in study 1. Finally, in study 3, I show that the situational conditions interact with the personality differences, providing boundary conditions on the effect of personality. For example, situations that undermine situational intrinsic motivation motivate low autonomy individuals to initiate win-win tactics, while discouraging the introduction of win-win tactics for high autonomy individuals. The result is virtually no difference between the personality types under extrinsically motivating situations. This limit of personality does not exist for intrinsically motivating situations, where personality differences have a substantial effect.</p><p>This research builds on theory and empirical findings on the topics of relationship marketing and negotiation by identifying moderators of relationship initiation. I also provide some insights at to the fundamental differences in processes associated with these moderators. It should be of use to managers in the identification and training of both buyers and sellers who interface in the relationships, as well as in determining the appropriateness of relationship marketing situations. Further, situational conditions may be designed (e.g. reward systems) by businesses to encourage the initiation of relationships through these processes. Finally, this dissertation lays a foundation for a program of research to further consider both individual and situational characteristics in the initiation and maintenance of relationships between buyers and sellers.</p> 1996 English text The Ohio State University / OhioLINK http://rave.ohiolink.edu/etdc/view?acc_num=osu1261161372 http://rave.ohiolink.edu/etdc/view?acc_num=osu1261161372 unrestricted This thesis or dissertation is protected by copyright: all rights reserved. It may not be copied or redistributed beyond the terms of applicable copyright laws. |
| collection |
NDLTD |
| language |
English |
| sources |
NDLTD |
| author |
Pullins, Ellen Bolman |
| spellingShingle |
Pullins, Ellen Bolman The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| author_facet |
Pullins, Ellen Bolman |
| author_sort |
Pullins, Ellen Bolman |
| title |
The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| title_short |
The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| title_full |
The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| title_fullStr |
The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| title_full_unstemmed |
The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| title_sort |
effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships |
| publisher |
The Ohio State University / OhioLINK |
| publishDate |
1996 |
| url |
http://rave.ohiolink.edu/etdc/view?acc_num=osu1261161372 |
| work_keys_str_mv |
AT pullinsellenbolman theeffectsofsituationalanddispositionalmotivationontheinitiationofcooperativetacticsinbuyersellerrelationships AT pullinsellenbolman effectsofsituationalanddispositionalmotivationontheinitiationofcooperativetacticsinbuyersellerrelationships |
| _version_ |
1719428539884765184 |