Search Conferences

Type in any word, words or author name. This searchs through the abstract title, keywords and abstract text and authors. You may search all conferences or just select one conference.

 All Conferences
 EMAC 2019 Annual Conference
 EMAC 2020 Annual Conference
 EMAC 2020 Regional Conference
 EMAC 2021 Annual Conference
 EMAC 2021 Regional Conference
 EMAC 2022 Annual
 EMAC 2022 Regional Conference

EMAC 2020 Annual Conference

The Performance Aspiration Effect of Dealer Award: Risk Taking, But with Opposing Strategic Actions

Published: May 27, 2020


Maggie Chuoyan Dong, City University of Hong Kong; Peng Wang, City University of Hong Kong


dealer award; performance aspiration; behavioral theory of the firm


Distributing award is a key tool for the manufacturer to stimulate their dealers. However, will low- and high-awarded dealers engage in similar or distinct strategic actions? Based on the Behavioral Theory of the Firm, we propose a disparate picture among dealers obtaining different levels of award in altering their strategic actions. Low-awarded dealers are more likely to conduct problemistic search and take present-oriented actions while high-awarded dealers are more likely to conduct slack search and take future-oriented actions. Besides, multi-level contingency factors including award dispersion (network-level) and regional economic development (institutional-level) are investigated as the moderators between dealers’ award feedback and their strategic actions. We employ a unique sample of dealers in the distribution network of a major automobile manufacturer in China to investigate our proposed framework. The results lend general support to our hypotheses.