Marketing channel members in China face difficulties created by market uncertainty and opportunistic costs resulting from behavioral uncertainty, both of which undermine channel performance. In this article, we argue that channel members can use information sharing to maintain channel performance under uncertain circumstances. With empirical data from China, we develop and test a theoretical framework which explores the effects of market uncertainty and contractual commitment on information sharing and supplier operational performance. Moreover, we also find that regulatory protection moderates the relationship between market uncertainty and information sharing. Normative and cognitive protection moderates the relationship between contractual commitment and information sharing. Indeed, information sharing serves as a mediator between uncertainties and supplier operational performance. Consequently, Chinese channel managers are advised to increase the use of more information sharing to counter market and behavioral uncertainties in marketing channels.

Additional Metadata
Keywords Contractual commitment, Information sharing, Institutional environment, Market uncertainty, Marketing channels
Persistent URL dx.doi.org/10.1016/j.indmarman.2014.04.008
Journal Industrial Marketing Management
Citation
Jia, F. (Fang), Cai, S, & Xu, S. (Shen). (2014). Interacting effects of uncertainties and institutional forces on information sharing in marketing channels. Industrial Marketing Management, 43(5), 737–746. doi:10.1016/j.indmarman.2014.04.008