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

    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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