The DOI matches its Crossref record; 71 of the 71 references it cites were found in a registry or an index.
Interfirm Monitoring, Social Contracts, and Relationship Outcomes
Abstract
This article examines the effects of monitoring on interfirm relationships. Whereas some research suggests that monitoring can serve as a control mechanism that reduces exchange partner opportunism, there is also evidence showing that monitoring can actually promote such behavior. The authors propose that the actual effect of monitoring depends on (1) the form of monitoring used (output versus behavior) and (2) the context in which monitoring takes place. With regard to the form of monitoring, the results from a longitudinal field study of buyer–supplier relationships show that output monitoring decreases partner opportunism, as transaction cost and agency theory predict, whereas behavior monitoring, which is a more obtrusive form of control, increases partner opportunism. With regard to the context, the authors find that informal relationship elements in the form of microlevel social contracts serve as buffers that both enhance the effects of output monitoring and permit behavior monitoring to suppress opportunism in the first place.
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Cited by
Leung, F. F., Gu, F. F., & Palmatier, R. W. (2022) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-021-00829-4 · Cited by 580
Marketing Alliances, Firm Networks, and Firm Value Creation
Swaminathan, V., & Moorman, C. (2009) · Journal of Marketing · doi:10.1509/jmkg.73.5.52 · Cited by 403
Linking Theory and Context: ‘Strategy Research in Emerging Economies’ after Wright et al. (2005)
Xu, D., & Meyer, K. E. (2013) · Journal of Management Studies · doi:10.1111/j.1467-6486.2012.01051.x · Cited by 400
Finding goldilocks influencers: How follower count drives social media engagement
Wies, S., Bleier, A., & Edeling, A. (2023) · Journal of Marketing · doi:10.1177/00222429221125131 · Cited by 326
Zhou, K. Z., & Xu, D. (2012) · Journal of International Business Studies · doi:10.1057/jibs.2012.7 · Cited by 288
Metadata
- Authors
- Heide, J. B., Wathne, K. H., & Rokkan, A. I.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2007-08
- Volume
- 44
- Issue
- 3
- Pages
- 425-433
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2160807498
- Cited by
- 474
- References
- 71
- FWCI
- 25.63
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
