作者：Ross, WT; Anderson, E; Weitz, B
作者单位：INSEAD Business School; State University System of Florida; University of Florida
摘要：We focus on the principal-agent relationship in a distribution channel. In a services context (insurance), we examine how two facets of performance, from the point of view of both the principal and the agent, are influenced by the perceiver's belief that it. is more committed to the relationship than is the other party. Using primary data from 255 insurance agent-insurance provider dyads, we show that each side's assessment of how much it benefits from the dyad is related in a potentially dysf...
