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The dimensions of commercial exchange

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Abstract

A method for measuring the structure of commercial exchange relationships is developed using contracting norms borrowed from Relational Exchange Theory. The norms are operationalized for a range of industry nonspecific governance structures and empirically evaluated. Results provide support for a multidimensional construction of the governance of commercial exchange relationships.

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Authors and Affiliations

  1. College of Business Administration, Georgia State University, University Plaza, 30303, Atlanta, GA

    Patrick J. Kaufmann

  2. School of Management, Boston University, 621 Commonwealth Avenue, 02215, Boston, MA

    Rajiv P. Dant

Authors
  1. Patrick J. Kaufmann
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  2. Rajiv P. Dant
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Additional information

The authors wish to thank Ian R. Macneil for his support and encouragement, as well as his many helpful comments. The authors shared equally in the preparation of this manuscript.

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Kaufmann, P.J., Dant, R.P. The dimensions of commercial exchange. Marketing Letters 3, 171–185 (1992). https://doi.org/10.1007/BF00993996

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