The show must go on: The role of contract frames in safeguarding relationship continuity

IF 9.5 1区 管理学 Q1 BUSINESS
Erik Mooi, Qiong Wang, Steven Seggie, Sandy D. Jap
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引用次数: 0

Abstract

Contracting is a cornerstone of productive interorganizational exchange; and while much research has been conducted about how contracts impact exchange consequences (e.g., transaction costs, performance), there is less understanding of how contracts shape the mediating behaviors and exchange processes that lead to those consequences. We demonstrate how flexible and vigilant exchange processes mediate promotion and prevention frames in building expectations of relationship continuity. We further identify interpretive uncertainty—a perceptual misalignment between the exchange parties—as a key moderator weakening flexible exchange processes’ impact on continuity expectations. These insights are empirically verified in samples involving 661 managers and executives across a wide range of industry contexts. Our results provide key theoretical and managerial implications.

Abstract Image

演出必须继续:合同框架在保障关系连续性中的作用
契约是富有成效的组织间交换的基石;虽然关于契约如何影响交换结果(如交易成本、绩效)的研究很多,但对契约如何塑造导致这些结果的中介行为和交换过程的了解较少。我们展示了灵活和警惕的交换过程是如何在建立关系连续性预期的过程中对促进和预防框架起到中介作用的。我们进一步确定了解释性不确定性--交换双方在观念上的不一致--是削弱灵活交换过程对持续性预期影响的关键调节因素。这些见解在涉及 661 名经理和高管的广泛行业背景样本中得到了实证验证。我们的研究结果具有重要的理论和管理意义。
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来源期刊
CiteScore
30.00
自引率
7.10%
发文量
82
期刊介绍: JAMS, also known as The Journal of the Academy of Marketing Science, plays a crucial role in bridging the gap between scholarly research and practical application in the realm of marketing. Its primary objective is to study and enhance marketing practices by publishing research-driven articles. When manuscripts are submitted to JAMS for publication, they are evaluated based on their potential to contribute to the advancement of marketing science and practice.
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