Abstract Based on destructive view, we explore the effects of unfair and opportunistic behavior on cooperation, and analyze the mediating role of inter-organizational trust and channel conflict. Taking manufactures-distributorss as research samples and based on 211 samples from manufacturers, this study tested the hypotheses by multiple regression analysis. The results show that, unfair behavior plays a negative role on cooperation, through the part mediating roles of reducing inter-organizational trust and intensifying channel conflict; however, opportunistic behavior has no significant effect on cooperation with the mediating role of inter-organizational trust and channel conflict, but it can intensify channel conflict. Meanwhile, inter-organizational trust and channel conflict have significant effects on channel cooperation.
2016, Vol. 13 
