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- Publisher
- Springer Journals
- Copyright
- 1981 Academy of Marketing Science
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1007/BF02721984
- Publisher site
- See Article on Publisher Site
Abstract
Abstract This article develops a conceptualization of bribery activity in organizational relationships at the international level. Utilizing a coalitional viewpoint of organizational interaction across markets, this paper proposes that international exchange environments are dimensioned by two critical factors: environmental constraints formed by cultural expectations and management capability to resolve incongruent exchange demands on the international marketing organization. These factors are proposed as determinants of a model of bribery behavior comprising four international exchange environments. Bribery activity in each environment is examined as a form of “side payment substitution” for unresolvable demands, representing a rational response to conflicting payment requirements and expectations.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Jun 1, 1981