Student or educator? Sign up with your school email and get 6 months of Pro free.
CoChat
Sign Up
Cited by 553

The DOI matches its Crossref record; 12 of the 12 references it cites were found in a registry or an index.

Information Asymmetry and Levels of Agency Relationships

Mishra, Debi Prasad, Heide, Jan B., Cort, Stanton G.·1998·Journal of Marketing Research
DOI 10.1177/002224379803500301
Open this paper in CoChat — free account

Abstract

Many marketing exchanges are characterized by an information asymmetry between suppliers and customers. Specifically, customers are faced with both adverse selection and moral hazard problems that involve, respectively, uncertainty about supplier characteristics and the risk of quality cheating. Drawing on prior research, the authors propose that agency problems in a customer relationship can be resolved by means of customer bonds and price premiums, which serve as signals and supplier incentives, respectively. The authors also propose that adverse selection and moral hazard problems exist in relationships between suppliers and their employees. Similar to the customer relationship, these problems can be addressed with signals and incentives of various kinds. The authors present hypotheses regarding the agency problems in both of these relationships and test them empirically in the context of automotive service purchases. Data obtained from 287 service managers support the hypotheses. The data also suggest that institutional differences across service outlets (e.g., ownership structure and size) influence how the two types of agency problems are managed.

Overview

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Integrity signals

Registry

Crossref · 10.1177/002224379803500301

Cites

12 of 12 references verified0 citation errors · 0 not checkable

Statistics

Verification

Claims the paper makes

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

The self-check needs the paper’s full text.

Citations

Cites

Research works printed but not linked: 85

  1. Abernathy Avery M., 1992, Journal of Retailing, 68, 398
  2. 10.1177/002224379503200208 · DOI
  3. 10.1016/0022-4359(94)90005-1 · DOI
  4. 10.1177/002224298705100407 · DOI · Paper page
  5. Armstrong J.S., 1976, Journal of Marketing Research, 19, 396
  6. Arrow Kenneth J., 1985, Principals and Agents, 37
  7. 10.1177/009207038801600107 · DOI · Paper page
  8. Balvers Ronald J., 1988, The Accounting Review, 605
  9. 10.1111/j.2044-8317.1951.tb00299.x · DOI
  10. Bentler Peter M, 1993, EQS: Structural Equations Program Manual.
  11. 10.1177/002224299205600301 · DOI · Paper page
  12. 10.1177/009207039502300402 · DOI · Paper page
  13. 10.1177/002224299205600205 · DOI · Paper page
  14. 10.1177/009207039502300403 · DOI · Paper page
  15. 10.1177/0049124189017003004 · DOI · Paper page
  16. Bowen David E., 1988, Research in Organizational Behavior, 10, 43
  17. 10.2307/2393921 · DOI · Paper page
  18. 10.1037/0033-2909.107.2.260 · DOI · Paper page
  19. 10.1016/0304-405X(87)90046-8 · DOI · Paper page
  20. 10.1002/smj.4250090712 · DOI · Paper page
  21. 10.1287/mksc.14.4.343 · DOI
  22. 10.2307/2392763 · DOI
  23. 10.5465/amr.1997.9707180258 · DOI
  24. Dearden James, 1990, American Economic Review, 80, 1105
  25. 10.1111/j.1540-6261.1985.tb05006.x · DOI
  26. 10.1177/002224299305700102 · DOI · Paper page
  27. 10.2307/2095101 · DOI · Paper page
  28. Dranove David, 1987, Inquiry, 24, 405
  29. 10.1177/002224298805200202 · DOI · Paper page
  30. 10.1287/mnsc.31.2.134 · DOI · Paper page
  31. 10.1177/002224378802500207 · DOI · Paper page
  32. Grove Stephen J., 1992, Advances in Services Marketing and Management: Research and Practice, 1, 91
  33. 10.1177/002224379002700103 · DOI · Paper page
  34. 10.1177/004912417600400404 · DOI
  35. 10.2307/2393392 · DOI · Paper page
  36. 10.2307/3003320 · DOI · Paper page
  37. 10.1086/209250 · DOI · Paper page
  38. Iacobucci Dawn, 1992, Advances in Services Marketing and Management: Research and Practice, 1, 23
  39. 10.1016/0304-405X(76)90026-X · DOI · Paper page
  40. 10.1177/002224378902600101 · DOI · Paper page
  41. 10.2307/256270 · DOI
  42. 10.1086/467157 · DOI · Paper page
  43. 10.1515/9780691215747 · DOI · Paper page
  44. 10.2307/1911072 · DOI
  45. Lafontaine Francine, 1992, Journal of Law, Economics, and Organization, 9, 256
  46. 10.1287/mksc.9.4.299 · DOI · Paper page
  47. 10.1287/mksc.5.3.179 · DOI
  48. 10.1016/0167-2681(88)90071-6 · DOI · Paper page
  49. 10.1086/261408 · DOI · Paper page
  50. Milgrom Paul, 1992, Economics, Organization, and Management.
  51. 10.1016/0148-2963(90)90040-K · DOI
  52. 10.1086/296556 · DOI
  53. Nayyar Praveen R., 1994, Advances in Services Marketing and Management: Research and Practice, 3, 95
  54. 10.1086/259630 · DOI
  55. 10.1086/296428 · DOI · Paper page
  56. Norusis Marija J., 1991, SPSS Base System User's Guides.
  57. 10.1287/mnsc.25.9.833 · DOI · Paper page
  58. 10.1086/209405 · DOI · Paper page
  59. 10.1016/0047-2727(87)90058-2 · DOI
  60. 10.1086/209311 · DOI
  61. 10.1086/209703 · DOI
  62. Rao Akshay, 1997, Working Paper No. 97-100.
  63. Rao Akshay R., 1994, Sloan Management Review, 36, 87
  64. Rubin Paul H., 1990, Managing Business Transactions: Controlling the Cost of Coordinating, Communicating, and Decision Making.
  65. Schelling Thomas C., 1960, The Strategy of Conflict.
  66. 10.2307/1881782 · DOI · Paper page
  67. 10.1177/002224378902600207 · DOI
  68. Spence Michael, 1973, Quarterly Journal of Economics, 90, 629
  69. 10.4135/9781452229102.n4 · DOI
  70. Stevens J., 1992, Applied Multivariate Statistics for the Social Sciences
  71. 10.1177/002224379603300405 · DOI · Paper page
  72. 10.1056/NEJM199211193272107 · DOI
  73. Telser L. G., 1980, Journal of Business, 53, 132
  74. Tirole Jean, 1989, The Theory of Industrial Organization.
  75. 10.1016/0749-5978(92)90012-V · DOI
  76. 1992, The Wall Street Journal, A9C
  77. 1993, The Wall Street Journal, A16
  78. 1993, The Wall Street Journal, B1
  79. 10.1002/smj.4250090505 · DOI · Paper page
  80. 10.2307/2555667 · DOI · Paper page
  81. White Harrison C., 1985, Principals and Agents: The Structure of Business, 187
  82. 10.2307/2297767 · DOI · Paper page
  83. 10.2307/2555964 · DOI · Paper page
  84. Wright Peter L., 1986, Advances in Consumer Research, 13, 1
  85. 10.1177/002224299606000203 · DOI · Paper page

Cited by

See all 553

Metadata

Authors
Mishra, D. P., Heide, J. B., & Cort, S. G.
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
1998-08
Volume
35
Issue
3
Pages
277-295
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224379803500301
OpenAlex
W2053015694
Cited by
553
References
12
FWCI
10.13
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.