Contract formalization and governance of exporter-importer relationships

被引:41
作者
Aulakh, Preet S. [1 ]
Genctuerk, F. Esra
机构
[1] York Univ, Pierre Lassonde Chair Int Business, Schulich Sch Business, N York, ON M3J 1P3, Canada
关键词
D O I
10.1111/j.1467-6486.2007.00746.x
中图分类号
F [经济];
学科分类号
02 ;
摘要
Exporting relationships between manufacturers and foreign importers pose unique coordination problems because, on the one hand, transactions are recurrent and both firms make non-trivial relationship-specific investments, but at the same time, the exchange partners maintain separate legal entities with individual profit claims. This study examines the role of contracts as a governance mechanism in these relationships that are neither market-based discrete transactions, nor can be governed through ownership-based hierarchies. Drawing upon recent research on contract law and interorganizational relationships, we develop and empirically test a model that incorporates both the antecedents and performance implications of the nature of contract governing exporter-importer relationships.
引用
收藏
页码:457 / 479
页数:23
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