The effects of relational channel exchange on the small firm: A conceptual framework
Abbreviated Journal Title
J. Small Bus. Manag.
BUYER-SUPPLIER RELATIONSHIPS; SELLER RELATIONSHIPS; DEPENDENCE; DETERMINANTS; PERFORMANCE; NETWORKS; MARKETS; POWER; Management
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 of Small Business Management
"The effects of relational channel exchange on the small firm: A conceptual framework" (1997). Faculty Bibliography 1990s. 1840.