契约完备性与关系结果：契约运用的中介作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management Pub Date : 2025-09-01 DOI:10.1016/j.indmarman.2025.08.006

Pui Ying Tong , Jody L. Crosno , Robert Dahlstrom

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引用次数: 0

摘要

本研究结合交易成本经济学和信息过载研究的逻辑，探讨(1)契约完备性对契约利用的非线性影响，(2)契约利用对契约完备性与绩效和机会主义两个关键结果之间关系的中介作用。研究结果表明，契约完备性以递减的速率提高了利用率。契约利用在契约完备性对机会主义和绩效的影响中起中介作用。本研究通过承认一个人在事后合同使用过程中的认知局限性，而不是仅仅关注事前合同起草过程中的认知局限性，扩展了交易成本逻辑。讨论了合同起草和使用的理论和管理意义。

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Contract completeness and relationship outcomes: The mediating role of contract utilization”

This study incorporates logic from transaction cost economics and information overload research to investigate (1) the nonlinear effects of contract completeness on contract utilization and (2) the mediating role of contract utilization on the relationships between contract completeness and two key outcomes—performance and opportunism. The findings suggest that contract completeness increases utilization at a decreasing rate. Contract utilization mediates the influence of contract completeness on opportunism and performance. This research extends transaction cost logic by acknowledging one's cognitive limitations during ex post contract utilization, rather than solely focusing on cognitive limitations during ex ante contract drafting. Theoretical and managerial implications for contract drafting and utilization are discussed.

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来源期刊

Industrial Marketing Management Multiple-

CiteScore

17.30

自引率

20.40%

发文量

255

期刊介绍： Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.