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dc.contributor.authorWathne, KH
dc.contributor.authorHeide, Jan
dc.contributor.authorMooi, EA
dc.contributor.authorKumar, A
dc.date.accessioned2018-09-20T12:05:47Z
dc.date.available2018-09-20T12:05:47Z
dc.date.issued2018-10
dc.identifier.issn0022-2437
dc.identifier.urihttps://www.repository.cam.ac.uk/handle/1810/280511
dc.description.abstract© American Marketing Association 2018. The article studies interfirm governance in the context of supplier–reseller relationships. Using a longitudinal study, the authors examine the roles of supplier selection efforts and mutual specific investments with respect to (1) motivating a supplier to make incremental investments and (2) safeguarding these investments from supplier ex post transaction costs. The authors also examine the joint effects of selection efforts and mutual investments on supplier ex post transaction costs. From a practical standpoint, the findings suggest guidelines for channel strategy. Theoretically, they provide new insights into relationship dynamics, including evidence regarding the effects of a firm’s governance choices over time.
dc.publisherAmerican Marketing Association
dc.titleRelationship governance dynamics: the roles of partner selection efforts and mutual investments
dc.typeArticle
prism.endingPage721
prism.issueIdentifier5
prism.publicationDate2018
prism.publicationNameJournal of Marketing Research
prism.startingPage704
prism.volume55
dc.identifier.doi10.17863/CAM.27881
dcterms.dateAccepted2018-04-19
rioxxterms.versionofrecord10.1177/0022243718801325
rioxxterms.licenseref.urihttp://www.rioxx.net/licenses/all-rights-reserved
rioxxterms.licenseref.startdate2018-10
dc.identifier.eissn1547-7193
rioxxterms.typeJournal Article/Review
cam.issuedOnline2018-10-17
rioxxterms.freetoread.startdate2019-09-17


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