Akerlof, George A., ve Janet L. Yellen (1990). The Fair wage-effort hypothesis and unemployment. Quarterly Journal of Economics, 105 (2), 255–283.
Alba, J., Lynch, J., Weitz, B., Janiszewski, C., Lutz, R., Sawyer, A., ve diğerleri. (1997). Interactive home shopping: consumer, retailer, and manufacturer incentives to participate in electronic marketplaces. Journal of Marketing, 61(3), 38-53.
Allen, B.H. ve La Follette, W.R. (1977). Perceived organizational structure and alienation among management trainees. The Academy of Management Journal, Vol. 20 No. 2, pp. 334-41.
Amyx, Douglas A., Shahid N. Bhuian, Dheeraj Sharma ve Katherine E. Loveland (2008). Salesperson corporate ethical values (SCEV) Scale: Development and assessment among salespeople. Journal of Personal Selling & Sales Management, 28, 4 (Fall), 387–402.
Ansari, A., Mela, C. F., ve Neslin, S. A. (2008). Customer channel migration. Journal of Marketing Research, 45(1), 60-76.
Ashford, Susan J., Cynthia Lee, ve Philip Bobko (1989). Content, causes, and consequences of job insecurity: A Theory-based measure and substantive test. Academy of Management Journal, 32 (4), 803–829.
Berné, C., García-González, M., García-übeda, M. E., ve Múgica, J. M. (2015). The effect of ICT on relationship enhancement and performance in tourism channels. Tourism Management, 48(June), 188–198.
Bennett, M., ve Buhalis, D. (2003). The future for internet travel distribution: the travel agent perspective. Insights, 25-30.
Berne, C., Garcia-Gonzalez, M., ve Múgica, J. (2012). How ICT shifts the power balance of tourism distribution channels. Tourism Management, 33(1), 205-214.
Berger, C.R. (1986). Uncertain outcome values in predicted relationships: uncertainty reduction theory then and now. Human Communication Research, Vol. 13 No. 1, pp. 34-8.
Berger, C.R. (1979). Beyond initial interaction: uncertainty, understanding, and the development of interpersonal relationships. In Giles, H. and St Clair, R. (Eds), Language and Social Psychology, Blackwell, Oxford, pp. 122-44.
Blauner, R. (1964). Alienation and Freedom, University of Chicago Press, Chicago, IL.
Boonzaier, Billy, Bernhard Ficker, ve Braam Rust (2001). A review of research on the job characteristics model and the attendant job diagnostic survey. South African Journal of Business Management, 32 (1), 11–35.
Brown, Steven P., ve Robert A. Peterson (1994). The effect of effort on sales performance and job satisfaction. Journal of Marketing, 58 (April), 70–80.
Buhalis, D., ve Law, R. (2008). Progress in information technology and tourism management: 20 years on and 10 years after the internet – the state of e-tourism research. Tourism Management, 29(4), 609-623.
Buhalis, D., ve Laws, E. (2001). Tourism distribution channels: Practices, issues, and transformations. London: Continuum.
Buhalis, D., ve Michopoulou, E. (2013). Information provision for challenging markets: The case of the accessibility requiring market in the context of tourism. Information & Management, 50(5), 229-239.
Calabrese, F.A. (2005), "The early pathways: theory to practice – a continuum", in Stankosky, M. (Ed.), Creating the Discipline of Knowledge Management, Elsevier, New York, NY, pp. 15-20.
Capizzi, M. T and Ferguson, R. (2005), ”Loyalty trends for the twenty-first century”, Journal of Consumer Marking, Vol. 22 No. 2, pp. 72-80.
Cai, G., Zhang, Z. G., ve Zhang, M. (2009). Game theoretical perspectives on dual channel supply channel competition with price discounts and pricing schemes. International Journal of Production Economics, 117(1), 80-96.
Cheung, C. K. (2005). Rational or demoralized responses to work restructuring in Hong Kong? Human Relations, 58(2), 223-247.
Coughlan, A. T., Anderson, E., Stern, L. W., ve El-Ansary, A. I. (2001). Marketing channels. Upper Saddle River, NJ: Prentice-Hall.
D’Aveni, Richard A. (1989). The aftermath of organizational decline: A longitudinal study. Academy of Management Journal, 32 (3), 577–606.
Davy, Jeanette A., Angelo J. Kinicki, ve Christine L. Scheck (1997). A Test of job security’s direct and mediated effects on withdrawal cognitions. Journal of Organizational Behavior, 18 (4), 323–349.
Dekker, Sidney W.A., ve Wilmar B. Schaufeli (1995). The Effects of job insecurity on psychological health and withdrawal: A longitudinal study. Australian Psychologist, 30, 57–63.
Di Mauro, C., ve Musumeci, R. (2011). Linking risk aversion and type of employment. Journal of Socio-Economics, 40(5), 490-495.
Di Pietro, R. B., ve Pizam, A. (2008). Employee alienation in the quick service restaurant industry. Journal Hospitality and Tourism Research, 32(1), 22e39.
Byrne, B. M., Shavelson, R. J., & Muthén, B. (1989). Testing for the equivalence of factor covariance and mean structures: The issue of partial measurement invariance. Psychological Bulletin, 105, 456–466.
Dwyer, R.F. ve Oh, S. (1987). Output sector munificence effects on the internal political economy of marketing channels. Journal of Marketing Research, Vol. 24 No. 4, pp. 347-58.
Dwyer, Sean, John Hill, ve Warren Martin (2000). An Empirical investigation of critical success factors in the personal selling process for homogenous goods. Journal of Personal Selling & Sales Management, 20, 3 (Summer), 151–159.
Frazier, Gary L. (1999). Organizing and managing channels of distribution. Journal of the Academy of Marketing Science, 27 (2), 226–240.
Geyskens, I., Gielens, K., ve Dekimpe, M. G. (2002). The market valuation of internet channel additions. Journal of Marketing, 66(2), 102-120.
Ghosh, Shikhar (1998). Making business sense of the Internet. Harvard Business Review, 76 (2), 126–135.
Gouldner, Alvin W. (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 25 (2), 161–178.
Goldmanis, M., Hortaçsu, A., Syverson, C., ve Emre, O. (2010). E-commerce and the market structure of retail industries. The Economic Journal, 120(545), 651-68.
Granovetter, Mark S. (1973). The strength of weak ties. American Journal of Sociology, 78 (6), 1360–1380.
Greenhalgh, Leonard, ve Zehava Rosenblatt (1984). Job insecurity: Toward conceptual clarity. Academy of Management Review, 9 (July), 438–488.
Gulati, R., Bristow, D., ve Dou, W. (2002). A three-tier model representing the impact of internet use and other environmental and relationship-specific factors on a sales agent's fear of disintermediation due to the internet medium. Journal of Marketing Channels, 9(3/4), 49-86.
Hagerty, J.R. (2005). Crowded house: discount real-estate brokers spark a war over commission. Wall Street Journal, No. 245, p. 1.
Hall, Douglas T., ve Edward E. Lawler (1970). Job characteristics and job pressures and the organizational integration of professionals. Administrative Science Quarterly, 15, 271–281.
Harrow, R. (2005). No Place to Hide, Simon& Schuster, New York, NY.
Hellgren, Johnny, Magnus Sverke, ve Kerstin Isaksson (1999). A Two-Dimensional approach to job insecurity: Consequences for employee attitudes and well-being. European Journal of Work & Organizational Psychology, 8 (2), 179–195.
Hjalager, A. M. (2010). Progress in tourism management: A review of innovation research in tourism. Tourism Management, 31(1), 1–12.
Hirschfeld, R. R., Feild, H. S., ve Bedeian, A. G. (2000). Work alienation as an individual-difference construct for predicting workplace adjustment: a test in two samples. Journal of Applied Social Psychology, 30(9), 1880-1902.
Hinrichs, John R. (1968). Replication study of job satisfaction dimensions. Personal Psychology, 21 (4), 479–503.
Homburg, C., ve Stock, R. M. (2004). The link between salespeople's job satisfaction and customer orientation in a business-to-business context: a dyadic analysis. Journal of the Academy of Marketing Science, 32(2), 144-158.
Hudson, S. (2008). Tourism and hospitality marketing. A global perspective. London: Sage Publications.
Hunt, Shelby D., Lawrence B. Chonko, ve Van R. Wood (1985). Organizational commitment and marketing. Journal of Marketing, 49 (1), 12–26.
Jakkilinki, R., Georgievski, M. and Sharda, N. (2007), "Connecting destinations with an ontology-based e-tourism planner", in Information and communication technologies in tourism 2007 proceedings of the international conference in Ljubljana, Slovenia, 2007, Springer-Verlag, Vienna, pp. 12-32.
Johnson, D. S., ve Bharadwaj, S. (2005). Digitization of selling activity and sales force performance: an empirical investigation. Academy of Marketing Science Journal, 33(1), 3-18.
Kale, Prashant, Harbir Singh, ve Howard Perlmutter (2000). Learning and protection of proprietary assets in strategic alliances: Building relational capital. Strategic Management Journal, 21 (3), 217–238.
Kline, P. (1994). An Easy Guide To Factor Analysis:. New York: Routledge.
Kollmann, T., Kuckertz, A., ve Kayser, I. (2012). Cannibalization or synergy? Consumers' channel selection in online-offline multichannel systems. Journal of Retailing and Consumer Services, 19(2), 186-194
Kracht, J., ve Wang, Y. (2010). Examining the tourism distribution channel: evolution and transformation. International Journal of Contemporary Hospitality Management, 22(5), 736-757.
Locke, E. A. (1979). What is job satisfaction? Organizational behaviour and human performance. Journal of Applied Psychology, 4(4), 309-336.
Locke, Edwin A. (1976). The nature and causes of job satisfaction. In handbook of industrial and organizational psychology, Marvin D. Dunnette, ed., Chicago: Rand McNally, pp. 1297–1349.
Mackenzie, Herbert F. (1996). Manage your offering or manage your relationship?. Journal of Business & Industrial Marketing, 11 (6), 20–37.
Marimuthu, M., Arokiasamy, L., ve Ismail, M. (2009). Human capital development and its impact on firm performance: evidence from developmental economics. The Journal of International Social Research, 2(8), 265-272.
Moch, M.K. (1980). Racial differences in job satisfaction: testing four common explanations. Journal of Applied Psychology, Vol. 65 No. 3, pp. 299-306.
Morgan, R.M. ve Hunt, S.D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
Moizer, P. (2003), "How published academic research can inform policy decisions: the case of mandatory rotation of audit appointments", working paper, Leeds University Business School, University of Leeds, Leeds, 28 March.
Narayandas, D., Caravella, M., ve Deighton, J. (2002). The impact of internet exchanges on business-to-business distribution. Journal of the Academy of Marketing Science, 30(4), 500-505.
Netemeyer, R. G., Johnston, M. W., ve Burton, S. (1990). Analysis of role conflict and role ambiguity in a structural equations framework. Journal of Applied Psychology, 75(2), 148-157.
Nunnally, J., ve Bernstein, I.(1994) Psychometric Theory. New York: McGraw-Hill.
Planalp, S., ve Honeycutt, J. M. (1985). Events that increase uncertainty in personal relationships. Human Communication Research, 11(4), 593-604.
Pearce, D. G., ve Tan, R. (2006). The distribution mix for tourism attractions in Rotorua, New Zealand. Journal of Travel Research, 44(3), 250-258.
Pearce, D. G. (2009). Channel design for effective tourism distribution strategies. Journal of Travel & Tourism Marketing, 26(5/6), 507-521.
Porter, M. E. (2001). Strategy and Internet. Harvard Business Review, 79(3), 62-79.
Roger-Monzó, V., Martí-Sánchez, M., ve Guijarro-García, M. (2015). Using online consumer loyalty to gain competitive advantage in travel agencies. Journal of Business Research.
Rogers, Ronald W. (1975). A Protection motivation theory of fear appeals and attitude change. Journal of Psychology, 91 (September), 93–114.
Rosenblatt, Zehava, ve Ayalla Ruvio (1996) .A test of a multidimensional model of job insecurity: The case of Israeli teachers. Journal of Organizational Behavior, 17 (Special Issue), 587–605.
Rothmann, S., ve Cooper, C. L. (2008). Organizational and work psychology. London: Hodder Education.
Rousseau, Denise M. (1989). Psychological and implied contracts in organizations. Employee Responsibilities and Rights Journal, 2 (2), 121–139.
Sallee, Amy, ve Karen Flaherty (2003). Enhancing salesperson trust: An examination of managerial values, empowerment, and the moderating influence of SBU strategy. Journal of Personal Selling & Sales Management, 23, 4 (Fall), 299–310.
Seabright, Mark A., Daniel A. Levinthal, ve Mark Fichman (1992). Role of individual attachments in the dissolution of interorganizational relationships. Academy of Management Journal, 35 (1), 122–160.
Shannon, C.E. ve Weaver, W. (1949). The Mathematical Theory of Communication, University of Illinois Press, Urbana, IL.
Sharma, D., ve Gassenheimer, J. B. (2009). Internet channel and perceived cannibalization. Scale development and validation in a personal selling context. European Journal of Marketing, 43(7/8), 1076-1091.
Sharma, D., Gassenheimer, J. B., ve Alford, B. L. (2010). Internet channel and cannibalization: an empirical assessment of sales agents' perspective. Journal of Personal Selling and Sales Management, 30(3), 209-221.
Shepard, J. (1971). Automation and Alienation, MIT Press, Cambridge, MA.
Smith, A. (2008), "Money for old rope", Daily News, 21 January, pp. 1, 3-4.
Şimşek, Ö. F. (2007). Yapısal Eşitlik Modellemesine Giriş Temel İlkeler ve LISREL Uygulamaları. Ankara: Ekinox.
Standing, C., Tang-Taye, J. P., ve Boyer, M. (2014). The impact of the Internet in travel and tourism: A research review 2001–2010. Journal of Travel and Tourism Marketing, 31(1), 82–113.
Staw, Barry M., Lance E. Sandelands, ve Jane E. Dutton (1981). Threat-rigidity effects in organizational behavior: A multilevel analysis. Administrative Science Quarterly, 26 (4), 501–524.
Sigala, M., ve Chalkiti, K. (2014). Investigating the exploitation of Web 2.0 for knowledge management in the Greek tourism industry: An utilization importance analysis. Computers in Human Behavior, 30(1), 800–812.
Thibaut, John W., ve Harold H. Kelley (1959).The social psychology of groups, New York: John Wiley & Sons.
Vroom, Victor H. (1964), Work and Motivation, New York: Wiley.
Walsh, James P. (1988). Selectivity and selective perception: An investigation of managers’ belief structures and information processing. Academy of Management Journal, 31 (4), 873–896.
Wang, Y., ve Qualls, W. (2007). Towards a theoretical model of technology adoption in hospitality organizations. International Journal of Hospitality Management, 26(3), 560-573.
Zaheer, Akbar, Bill McEvily, ve Vincenzo Perrone (1998). Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organization Science, 9 (2), 141–159.
- Abstract viewed - 825 times
- PDF downloaded - 632 times
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
© Business & Management Studies: An International Journal, 2018
Affiliation not stated
Affiliation not stated
Cenk Murat KOÇOĞLU
Affiliation not stated
How to Cite
IMPACT OF INTERNET CHANNEL ON THE SERVICE CANNIBALIZATION PERCEPTION AND THE ROLE OF RELATIVE CAPITAL
Vol 6 No 3 (2018): BUSINESS & MANAGEMENT STUDIES: AN INTERNATIONAL JOURNAL
Submitted: Feb 18, 2019
Published: Nov 29, 2018
The purpose of this study is to examine the perceptions of sales agent representatives’ service cannibalization and its possible outcomes (effort, job satisfaction, job performance and job alienation) resulting from ICT especially internet adoption as an alternative distributional channel in tourism industry. In addition, causal relationships between these possible outcomes have been tried to be revealed. According to field studies carried out in 2016 with 387 group A sales representatives working in travel agencies that are members of TÜRSAB located in the European side of Istanbul, it was determined that the relational capital levels of the sales representatives were relatively low while the service cannibalization perceptions reached a moderate result. A regression analysis was conducted to test hypotheses established in the theoretical and framework of the research. Service cannibalization has been identified as a predictor of effort, job satisfaction, job performance and job alienation. Another result reached through the study is that the level of relational capital as a partial mediator between sales agent’s service cannibalization perception and its outcomes. At the end of the work, various suggestions were made to Travel Agencies.