@inproceedings{77e0910f00b84aa28a82f7aed1572097,
title = "Extra-Role Behavior in a Channel Context: Its predictors and consequences",
abstract = "In export businesses where overseas agents enjoy much better knowledge of customers, competitors and institutional environments, a major challenge facing export channel management is encouraging extra-role behavior in forms of agents{\textquoteright} spontaneous, cooperative, and innovative actions when formulating and executing strategic decisions for export markets. This study addressed this major challenge by developing an integrated model of agents{\textquoteright} extra-role behavior which proposed that the exercise of economic, social, and justice related sharedness mechanisms when making and executing strategic decisions of channel partnerships can be expected to have a positive effect on channel relationship performance. The model was tested by a sample of 353 exporting manufacturers. The empirical evidence showed that channel relationship performance was strongly and positively affected by agents{\textquoteright} extra-role behavior over strategy formulation and implementation. Exporting firms are advised to enhance likelihood of agents{\textquoteright} extra-role behavior over strategy formulation and implementation by expanding inter-organizational sharedness mechanisms in the forms of agency contracts{\textquoteright} inclusiveness, agency relationships{\textquoteright} trust, and agency decision-making procedures{\textquoteright} justice.",
author = "LI, {Ling Yee}",
year = "2009",
doi = "10.1007/978-3-319-18687-0_55",
language = "English",
isbn = "9783319186863",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
publisher = "Springer, Cham",
pages = "128",
editor = "CAMPBELL, {Colin L.}",
booktitle = "Marketing in Transition: Scarcity, Globalism, & Sustainability",
note = "The 2009 World Marketing Congress ; Conference date: 01-07-2009 Through 01-07-2009",
}