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Paper info: The Impact of Governance Mechanisms on Relationship Quality:Effects in Key Account and Non Key Account Dyads

Title


The Impact of Governance Mechanisms on Relationship Quality:Effects in Key Account and Non Key Account Dyads

Authors


Bjoern Sven Ivens
0
Switzerland
Bjoern Sven Ivens and
Catherine Pardo
EM Lyon
France
Catherine Pardo

Place of Publication


The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.

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Abstract


Despite increasing interest in the effective combination of alternative governance mechanisms for themanagement of inter-organizational exchange, there is relatively little empirical research that examinesthe impact of different governance mechanisms on relationship quality. Moreover, few authors linkgovernance mechanisms to situational factors. This paper, based on a written survey among purchasingmanagers (n = 297), explores the relative importance of three governance mechanisms (formalcontracts, relational norms, and specific investments) for relationship quality (satisfaction, commitment,and trust) across business contexts (key account dyads vs. non key account dyads). Results indicatethat while value creating norms have a highly significant impact on all three outcomes in all contexts,the importance of contracts and value claiming norms depends upon the specific context. Relationship-specific investments have no significant impact on the outcome variables.Keywords: Key Account Management, governance mechanisms, commitment, trust, satisfaction