The influence of leader opportunism in B2B exchange

A phenomenon of great significance to buyer–supplier relationships is opportunism. While research shows the behavior of organizational leaders contributes to unethical behavior of subordinates, leadersʹ influence on buyer opportunism in B2B exchange has not been examined. The purpose of this study is to enhance our understanding of how leaders influence buyers to behave opportunistically. Based on multiple theories a model tests the moderating effects of leadersʹ opportunistic behavior on two antecedents of buyersʹ attitude toward opportunism. Findings indicate that leadersʹ opportunistic behavior has both direct and moderating effects on buyersʹ attitude toward acting opportunistically.