The Role of Relationship-specific Investments in Improving Performance: Multiple Mediating Effects of Opportunism and Cooperation

AbstractThis paper investigates the multiple mediating effects of opportunism and cooperation on the relationship between relationship- specific investments and partnership performance in the Turkish automotive distribution channel. The theoretical view of this study is based on the relational view of inter-organizational competitive advantage that provides an alternative perspective for expropriation effect of specific investments. In order to test the effect of multiple mediators on partnership performance, the empirical data were collected from the vehicle dealers in the Turkish automotive distribution channel. The findings show that relationship-specific investments mediated by opportunistic behavior and cooperative behavior have a greater positive effect on partnership performance