Mechanisms influencing inter-channel speculationist behavior

--Adoption of AI technology for channel governance

DOI

10.2991/978-94-6463-459-4_107How to use a DOI?

Keywords

information sharing; sales effort spillover; AI-based governance; speculative behaviour

Abstract

Some retailers take advantage of consumers’ channel switching behaviour to engage in opportunistic behaviour. As the phenomenon of channel members engaging in opportunistic behaviour becomes more prevalent, it is increasingly important to understand the underlying mechanisms of channel members’ opportunistic behaviour and seek effective channel governance strategies. The 300 valid questionnaires recovered were analysed empirically through SPSS 23.0 and Amos 23.0 analysis software, and according to the results of the empirical study, it was known that all hypotheses were tested. Information sharing significantly affect the sales effort spillover of horizontal channel members, and sales effort spillover among channel members significantly positively affects the speculative behaviours of channel members, and the AI governance system, as a means of regulating, unifying incentives and monitoring, can guide channel members based on a positive reinforcement perspective, so that channel members can proactively and positively make more sales effort behaviours, and collectively improve the overall performance of the industry.

Copyright

© 2024 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Jinsong Chen
AU  - Meini Wen
AU  - Xiaojian Li
PY  - 2024
DA  - 2024/07/23
TI  - Mechanisms influencing inter-channel speculationist behavior
BT  - Proceedings of the 2024 9th International Conference on Social Sciences and Economic Development (ICSSED 2024)
PB  - Atlantis Press
SP  - 965
EP  - 972
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-459-4_107
DO  - 10.2991/978-94-6463-459-4_107
ID  - Chen2024
ER  -