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- W4295677923 abstract "Prior work on solutions has often neglected double agency relationships. However, exchanges in solution business enable suppliers and customers to be in the agent and the principal position. Outcome-based pricing (OBP) is supposed to mitigate suppliers' opportunistic behavior; however, customers are often not willing to accept OBP. Drawing on a cross-industry survey with 172 managers of business-to-business firms, we show that the degree to which customers accept OBP in response to supplier opportunism depends on the customers as well. First, the interaction between perceived supplier opportunism and customers' opportunistic mindset on customer acceptance of OBP is negative. Second, customer switching costs and customer firm size reflecting the customers' dependence and bargaining power also intensify the double agency problem, making customers less likely to accept OBP. In addition to theoretically enriching literature on solutions and contracting from an agency perspective, this research provides new insights for managers into the appropriateness and implementation of OBP." @default.
- W4295677923 created "2022-09-14" @default.
- W4295677923 creator A5024990921 @default.
- W4295677923 creator A5083481808 @default.
- W4295677923 date "2022-10-01" @default.
- W4295677923 modified "2023-10-12" @default.
- W4295677923 title "Agency problems in solution selling: How customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing" @default.
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- W4295677923 doi "https://doi.org/10.1016/j.indmarman.2022.08.015" @default.
- W4295677923 hasPublicationYear "2022" @default.
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