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| Author: | Weiss, A. Kurland, N. |
| Title: | Holding distribution channel relationships together: the role of transaction-specific assets and length of prior relationship |
| Journal: | Organization Science
1997 : NOV-DEC, VOL. 8:6, p. 612-623 |
| Index terms: | ORGANIZATION DISTRIBUTION CHANNELS ASSETS |
| Language: | eng |
| Abstract: | The authors investigate the effect of managers' perceptions of two types of transaction specific investments on their intention to terminate a current interorganizational relationship: (1) the specific knowledge necessary for a manufacturer's representative (rep) to carry out the selling function for a given manufacturer and (2) the specific knowledge reps acquire about their own customer accounts. The extent to which the length of prior relationship strengthens or weakens the hypothesized linkages is also examined. |
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