Interfirm Monitoring, Social Contracts, and Relationship Outcomes

Journal of Marketing Research - Tập 44 Số 3 - Trang 425-433 - 2007
Jan B. Heide1, Kenneth H. Wathne2, Aksel I. Rokkan3
1School of Business, University of Wisconsin–Madison, Department of Management and Marketing, University of Melbourne
2School of Business, University of Wisconsin, Madison
3Norwegian School of Economics and Business Administration.

Tóm tắt

This article examines the effects of monitoring on interfirm relationships. Whereas some research suggests that monitoring can serve as a control mechanism that reduces exchange partner opportunism, there is also evidence showing that monitoring can actually promote such behavior. The authors propose that the actual effect of monitoring depends on (1) the form of monitoring used (output versus behavior) and (2) the context in which monitoring takes place. With regard to the form of monitoring, the results from a longitudinal field study of buyer–supplier relationships show that output monitoring decreases partner opportunism, as transaction cost and agency theory predict, whereas behavior monitoring, which is a more obtrusive form of control, increases partner opportunism. With regard to the context, the authors find that informal relationship elements in the form of microlevel social contracts serve as buffers that both enhance the effects of output monitoring and permit behavior monitoring to suppress opportunism in the first place.

Từ khóa


Tài liệu tham khảo

10.2307/2090773

Alchian Armen, 1972, American Economic Review, 62, 777

10.1177/002224298705100407

10.1177/002224299005400103

10.2307/2392322

10.1111/j.1467-6435.1995.tb02313.x

Barnard Chester I., 1938, The Functions of the Executive.

10.1002/9781118619179

Brehm Jack W., 1966, A Theory of Psychological Reactance.

10.1177/0049124192021002005

10.1086/221565

10.1177/002224379603300207

Cohen Jacob, 2003, Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences.

10.1037/0033-2909.125.6.627

10.1037/0022-3514.53.6.1024

10.1177/002224299906300302

10.1287/mnsc.31.2.134

10.1177/002224378101800104

10.1177/00222429990634s113

Ghoshal Sumantra, 1996, Academy of Management Journal, 21, 13

10.2307/2667034

10.1177/002224299505900107

10.2307/2095489

10.1177/002224298805200103

10.1177/002224299205600203

10.5465/amr.2001.4378014

Jensen Michael C., 1998, Foundations of Organizational Strategy.

10.1016/0304-405X(76)90026-X

10.1177/002224378402100305

Jöreskog Karl G., 2001, LISREL 8: New Statistical Features.

10.1177/002224379503200107

Kumar Nirmalya, 1993, Academy of Management Journal, 36, 1633, 10.2307/256824

10.1287/mksc.9.4.299

10.1007/978-1-4899-2115-4

Locke John, 1690, Two Treatises of Government.

Macneil Ian R., 1980, The New Social Contract.

10.1177/002224299806200106

10.1509/jmkg.68.3.63.34772

10.1287/mnsc.25.9.833

Perrow Charles, 1986, Complex Organizations: A Critical Essay.

10.1037/0021-9010.88.5.879

10.1509/jmkg.65.2.1.18253

Roberts John, 2004, The Modern Firm: Organizational Design for Performance and Growth., 10.1093/oso/9780198293767.001.0001

Rousseau Denise M., 1995, Psychological Contracts in Organizations: Understanding Written and Unwritten Agreements., 10.4135/9781452231594

Rousseau Jean-Jacques, 1762, Du contrat social, ou, Principes du droit politique (The Social Contract or Principles of Political Right).

Scheer Lisa K., 2003, Academy of Management Journal, 46, 303, 10.2307/30040624

10.2307/2392512

10.5465/amr.2006.22527466

10.2307/1906815

10.1177/002224379603300405

10.2307/2667052

Weber Max, 1947, The Theory of Social Economic Organization.

Williamson Oliver E., 1975, Markets and Hierarchies: Analysis and Antitrust Implications.

Williamson Oliver E., 1985, The Economic Institutions of Capitalism.

10.1257/089533002760278776

10.1177/002224378302000105