Mechanisms influencing inter-channel speculationist behavior

Jinsong Chen, Meini Wen () and Xiaojian Li
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Jinsong Chen: College of Business Administration Guiyang, Guizhou University of Finance and Economics
Meini Wen: College of Business Administration Guiyang, Guizhou University of Finance and Economics
Xiaojian Li: College of Business Administration Guiyang, Guizhou University of Finance and Economics

A chapter in Proceedings of the 2024 9th International Conference on Social Sciences and Economic Development (ICSSED 2024), 2024, pp 965-972 from Springer

Abstract: Abstract Some retailers take advantage of consumers’ channel switching behaviour to engage in opportunistic behaviour. As the phenomenon of channel members engaging in opportunistic behaviour becomes more prevalent, it is increasingly important to understand the underlying mechanisms of channel members’ opportunistic behaviour and seek effective channel governance strategies. The 300 valid questionnaires recovered were analysed empirically through SPSS 23.0 and Amos 23.0 analysis software, and according to the results of the empirical study, it was known that all hypotheses were tested. Information sharing significantly affect the sales effort spillover of horizontal channel members, and sales effort spillover among channel members significantly positively affects the speculative behaviours of channel members, and the AI governance system, as a means of regulating, unifying incentives and monitoring, can guide channel members based on a positive reinforcement perspective, so that channel members can proactively and positively make more sales effort behaviours, and collectively improve the overall performance of the industry.

Keywords: information sharing; sales effort spillover; AI-based governance; speculative behaviour (search for similar items in EconPapers)
Date: 2024
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DOI: 10.2991/978-94-6463-459-4_107

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