WHAT'S IN IT FOR THEM? ADVANTAGES OF HIGHER-STATUS PARTNERS IN EXCHANGE RELATIONSHIPS

• 成果类型: Article
• 署名作者: Castellucci, Fabrizio; Ertug, Gokhan
• 署名单位: Bocconi University; Singapore Management University
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/AMJ.2010.48037314
• 发表日期: 2010
• 页码: 149-166
• 关键词: Investment banking; performance; POWER; COMPLEMENTARITY; COMPETITION; regression; RESOURCES; Mediation; KNOWLEDGE; selection

摘要

This article explores the motivations that high-status firms have to enter exchange relationships with lower-status partners. We argue that high-status firms can secure greater effort from lower-status partners and that the amount of effort will be proportional to their status advantage over these partners. We further propose that such effort will translate to increased performance by mediating the negative consequences of affiliations with lower-status partners. This increase in performance constitutes the motivation for high-status firms to enter exchange relationships with lower-status partners. Findings using data on Formula One racing support our argument.