Specific Investments in Marketing Relationships: Expropriation and Bonding Effects

By Aksel I. Rokkan, Jan B. Heide, Kenneth H. Wathne. 2003

616 citations recorded by the source corpus.

Subfields: Management Information Systems, Organizational Behavior and Human Resource Management, Safety Research

View Paper: https://www.semanticscholar.org/paper/8d42dda4f8f7b46737d58499751db568d9ceee0d

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In Management Information Systems

In Organizational Behavior and Human Resource Management

In Safety Research

Citations in the corpus

A meta-analytic review of opportunism in exchange relationships (2008, methodology): “Norms shift the focus from an individual’s outcomes to joint benefits at the relationship level and thus should curtail opportunism (Rokkan et al. 2003).”
Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products (2008, background): “Moreover, idiosyncratic assets constitute pledges that bind the exporting firm to the exchange relationship—in the event of relationship termination the incumbent firm would not be able to recover its investment (Anderson, & Gatignon, 1986; Rokkan et al., 2003).”
Interpersonal influence as an alternative channel communication behavior in emerging markets: The case of China (2009, methodology): “These findings interestingly imply a behavioral invariance between the supplier–retailer dyad, though the retailer is situated in an advantageous Chinese buyer’s market (Rokkan et al., 2003).”
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2010, background): “Examples of operationalizations that emphasize positive motives include sales/ profit concentration (Heide and John 1988; Kale 1989; Kim and Frazier 1997; Lewis and Lambert 1991; Nicholson et al. 2001; Rokkan et al. 2003 ), partner importance (Ferguson et al. 2005; Hallen et al. 1987), role perform”
Impact of specific investments, governance mechanisms and behaviors on the performance of cooperative innovation projects (2017, methodology): “Adopted from Rokkan et al. (2003), modified to fit the specific context, six items are used to measure OBs.”