Title

The effects of relational channel exchange on the small firm: A conceptual framework

Authors

Authors

B. R. Barringer

Comments

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Abbreviated Journal Title

J. Small Bus. Manag.

Keywords

BUYER-SUPPLIER RELATIONSHIPS; SELLER RELATIONSHIPS; DEPENDENCE; DETERMINANTS; PERFORMANCE; NETWORKS; MARKETS; POWER; Management

Abstract

This article advances a conceptual framework of the effects of relational forms of channel governance on small firm effectiveness. Previous studies have found a relationship between aggregate measures of relational exchange and firm performance. The framework offered here is more focused and breaks relational exchange down into the five dimensions that we believe have the most important influence on small firm effectiveness. The framework suggests that the trend towards relational exchange is a mixed blessing for small firms. While on the whole, there are many positive aspects of relational exchange, there are also disadvantages that threaten the traditional strengths of small businesses. The proposed framework provides a tool for small business managers to use in weighing the pulses and minuses of entering a relational exchange. Additionally, the framework provides a point of departure for future research in this important area.

Journal Title

Journal of Small Business Management

Volume

35

Issue/Number

2

Publication Date

1-1-1997

Document Type

Article

Language

English

First Page

65

Last Page

79

WOS Identifier

WOS:A1997YA07100008

ISSN

0047-2778

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