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| Author: | Sengupta, S. |
| Title: | Some antecedents of exclusivity in Bilateral interorganizational relationships |
| Journal: | Marketing Letters
1995 : JAN, VOL. 6:1, p. 33-44 |
| Index terms: | ALLIANCES MARKETING INTERORGANIZATIONAL RELATIONS |
| Language: | eng |
| Abstract: | In bilateral interorganizational relationships, individual firm's self-interest is subordinate to the larger interest of the collective system. Bilateral governance is facilitated by exclusivity under certain conditions. However, exclusivity leads to a loss of flexibility in dealing with turbulent environments. The author tests relationships between exclusivity and antecedent variables from transaction-cost analysis, resource-dependence theory, and organization theory. |
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