THE IMPACT OF BUYER DEPENDENCE ON BUYER OPPORTUNISM IN BUYER-SUPPLIERRELATIONSHIPS - THE MODERATING ROLE OF RELATIONAL NORMS

The impact of buyer dependence on opportunism against the supplier is examined in this research. Extant literature provides support for both a positive and an inverse relationship between these constructs. In t his research, these competing predictions are subsumed under a more ge neral model where the effect of dependence on opportunism is moderated by the level of relational norms present in the buyer-supplier relati onship. Results of an experiment with purchasing managers and one repl ication provide support for the hypotheses that (a) dependence and opp ortunism will be positively related under low relational norms, and (b ) dependence and opportunism will be inversely related under high rela tional norms. (C) 1997 John Wiley & Sons, Inc.