Contextual Factors and the Cooperativeness of Conflict Resolution Strategies in Interfirm Relationships

Abstract

We developed hypotheses to predict the associations among contextual factors and conflict resolution strategies within interfirm relationships. The hypotheses were based on relational exchange theory, resource dependence theory, power theory, and related literature. Specifically, the associations between contextual factors (characteristics of the relationship, the firm, and of the environment) and the use of cooperative and noncooperative strategies were tested empirically in the drug wholesaler-pharmacy dyad. The findings show that relationship characteristics have the most effect on the use of conflict resolution strategies. Trust had significant relations with both types of strategies, relationalism was associated with cooperative strategies, and exercised seller power was related to the use of noncooperative strategies.