The Profit Impact of the Transaction Specific Assets: A Process Model of Adaptive Marketing Resources

Journal of Strategic Marketing, Forthcoming

25 Pages Posted: 19 Oct 2013

See all articles by Shenyu Li

Shenyu Li

Shanghai University of Finance and Economics

Siva Balasubramanian

Illinois Institute of Technology, Stuart School of Business

Peter T. L. Popkowski Leszczyc

University of Queensland - Business School

Date Written: October 17, 2013

Abstract

This study proposes and tests a process model of the impact of the retailer’s transaction specific assets (TSA) on the retailer’s profit. We found that product and promotional resources transacted across the firm boundary fully mediate the relationship between the retailer’s TSA and the retailer’s profit. Results support predictions that TSA embody the resource based elements in a channel setting. Besides, the result shows that product resource is more important a resource that mediates the relationship between TSA and the retailer’s profit than the promotion. Managerially, this study identifies the objectives of building up TSA and justifies the profit impact of TSA.

Keywords: Asset Specificity, Resource Based View, Marketing Channel, Mediation

JEL Classification: D30, D40, M30

Suggested Citation

Li, Shenyu and Balasubramanian, Siva and Popkowski Leszczyc, Peter T. L., The Profit Impact of the Transaction Specific Assets: A Process Model of Adaptive Marketing Resources (October 17, 2013). Journal of Strategic Marketing, Forthcoming. Available at SSRN: https://ssrn.com/abstract=2342061

Shenyu Li (Contact Author)

Shanghai University of Finance and Economics ( email )

777 Guoding Road
Shanghai, AK Shanghai 200433
China

Siva Balasubramanian

Illinois Institute of Technology, Stuart School of Business ( email )

10 W 35th Street, 18th Floor
Chicago, IL 60616
United States
3129066516 (Phone)
3129066549 (Fax)

HOME PAGE: http://www.stuart.iit.edu/about/faculty/siva_balas.shtml

Peter T. L. Popkowski Leszczyc

University of Queensland - Business School ( email )

Brisbane, Queensland 4072
Australia

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