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Inertia, boredom, and complacency in business-to-business relationships: Identifying and interpreting antecedents and manifestations
Journal of Business Research ( IF 11.3 ) Pub Date : 2021-03-30 , DOI: 10.1016/j.jbusres.2021.03.038
Mario Vafeas , Tim Hughes

While opportunism, a ‘dark side’ construct, has been discussed at length, inertia, boredom, and complacency, have received less attention. This is surprising given their detrimental effect on relationships. This study identifies antecedents and manifestations of the constructs and discusses strategies for suppressing their emergence. We identify cognitive fatigue and positive reinforcement as antecedents of inertia; routine, formalization, instruction ambiguity, and self-concept incompatibility of boredom; and excessive self-efficacy and relationship continuity of complacency. Manifestations include response invariability, consensus seeking, shallow task engagement, reduced effort, and reduced attentiveness. In the context of resource deployment, we show that, whereas complacency is the result of self-serving resource restriction, boredom and inertia result from involuntary, or well-intentioned, resource restriction. We demonstrate the importance of understanding construct antecedents because, while the consequence of all three is underperformance, strategies for suppressing them vary because of the diverse range of antecedents and their resource deployment implications.



中文翻译:

企业间关系中的惯性,无聊和自满:识别和解释前提和表现形式

尽管机会主义是一种“阴暗面”的构造,但在篇幅,惯性,无聊和自满中都得到了较少的关注。考虑到它们对关系的有害影响,这令人惊讶。这项研究确定了构造的前因和表现形式,并讨论了抑制其出现的策略。我们认为认知疲劳和积极强化是惯性的先决条件。日常,形式化,教学模棱两可和无聊的自我概念不兼容;过度的自我效能感和自满的关系连续性。表现包括响应不变性,寻求共识,浅薄的任务投入,减少的努力和专注力的降低。在资源部署的背景下,我们表明,自满是资源自服务的限制,无聊或惰性是由于非自愿或故意的资源限制所致。我们证明了理解构造前提的重要性,因为尽管这三个方面的结果都表现不佳,但由于各种前提及其资源部署的影响,抑制它们的策略也有所不同。

更新日期:2021-03-31
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