Holding distribution channel relationships together: The role of transaction-specific assets and length of prior relationship

• 成果类型: Article
• 署名作者: Weiss, AM; Kurland, N
• 署名单位: University of Southern California; University of Southern California
• 刊物名称: ORGANIZATION SCIENCE
• ISSN/ISSBN: 1047-7039
• DOI: 10.1287/orsc.8.6.612
• 发表日期: 1997
• 页码: 612-623
• 关键词: TRANSACTION COST THEORY; INTERORGANIZATIONAL RELATIONSHIPS; trusts

摘要

This paper contributes to our understanding of the continuity of interorganizational relationships. The setting of the study involves the relationship between a manufacturer and the manufacturer's rep. The findings, suggest that the manufacturer rep's specific investments in relationship with customers increases the manufacturer switching costs, decreases the manufacturer's intention to terminate the relationship and may contribute to creating a mutual dependence between the rep and the manufacturer.