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The Determinants of Relational Governance in Economic Exchange Relationships

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Proceedings of the 1997 Academy of Marketing Science (AMS) Annual Conference

Abstract

A theoretical model is developed in this paper which identifies factors that contribute to the stability of relational governance arrangements and is empirically tested using data from a published study (Zaheer and Venkatraman 1995). Results show that investment of specific assets by one party, reciprocal investments by the partner, and trust are key determinants of the joint action agreements form of relational governance.

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Author information

Authors and Affiliations

  1. Saint Mary’s University, Baton Rouge, LA, USA

    Ashwin W. Joshi

  2. Morgan State University, Baton Rouge, LA, USA

    Rodney L. Stump

Authors
  1. Ashwin W. Joshi
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  2. Rodney L. Stump
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Editor information

Editors and Affiliations

  1. Department of Marketing, Louisiana State University College of Business Administration, Baton Rouge, Louisiana, USA

    Elizabeth J. Wilson

  2. Department of Marketing, Louisiana State University College of Business Administration, Baton Rouge, Louisiana, USA

    Joseph F. Hair, Jr.

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Joshi, A.W., Stump, R.L. (2015). The Determinants of Relational Governance in Economic Exchange Relationships. In: Wilson, E., Hair, Jr., J. (eds) Proceedings of the 1997 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13141-2_49

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