Time and the salience of Macneil's relational norms

Fink, Robert C.; Hatten, Kenneth J.; James, William L.

doi:10.1057/jt.2010.4

Cited by 4 publications

(6 citation statements)

References 30 publications

(28 reference statements)

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“…Furthermore, they report that relational choices in the first ten years are influenced by quite different factors than those that influence later decisions. This finding was also supported by Fink et al (2010) who reported that the relative importance of Macneil's norms in management's RF shifts with time. In neither study did these authors explicitly investigate either the independent or moderating influences of duration on RF.…”

Section: Relational Exchange In Enduring Relationshipssupporting

confidence: 66%

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Relational Focus in Long Duration Buyer Seller Relationships

Fink

Hatten

Keeler

et al. 2017

IJMDM

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There is limited research on the effects of accumulated shared experience on the nature or character of buyer-seller relationships that have extended beyond a few short years. The evidence presented here suggests that when buyer-seller exchanges are sustained over the long-term, the direct effect of duration on relational choice changes in buyer-seller relationships over time. Further, this study suggests that duration moderates the effects of several environmental variables drawn from resource dependency theory and transaction cost economics on relational focus. In light of this evidence we argue that duration must be integrated into contract theory to help us understand how organisations adapt to change.

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Section: Relational Exchange In Enduring Relationshipssupporting

confidence: 66%

“…Prior research and theory converge to confirm that RF is influenced by the environment (Fink et al, 2006(Fink et al, , 2010(Fink et al, , 2008a(Fink et al, , 2008bBuvik and Halskau, 2016). When and how this occurs and how environmental impacts change with duration over the long haul is unclear.…”

Section: Duration As a Moderator Of The Environment's Effects On Rfmentioning

confidence: 99%

Relational Focus in Long Duration Buyer Seller Relationships

Fink

Hatten

Keeler

et al. 2017

IJMDM

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“…While at the beginning of a relationship partners lack knowledge about each other’s expectations, Casciaro (2003) argues that as the relationship extends over time, complexity and uncertainty decrease, and the potential for development of trust and, therefore, of exchange norms increases. In the same vein, Fink et al (2010) conclude that exchange norms become increasingly important over time, particularly in the mature stage of the relationship. After a long sequence of exchanges, commercial partners know each other better and adapt accordingly.…”

Section: Study 2: Testing the Impact Of Exchange Norms On Customer Samentioning

confidence: 93%

“…He regards relational norms as gaining in importance as the relationship matures. Since discrete norms are essential to the achievement of contracts, they are likely to play a less significant role in long-term relationships (Fink, Hatten, & James, 2010). Thus, because satisfaction measures the overall evaluation of all consumption experiences that customers have with a company over time, as well as other facets of the company (Garbarino & Johnson, 1999; Johnson et al, 2006), not just the evaluation of the first experience of the relationship, we posit the following:…”

Section: Study 2: Testing the Impact Of Exchange Norms On Customer Samentioning

confidence: 99%

Measuring exchange norms and its impact on satisfaction in a B2C context

Elommal

Manita

Chaney³

2018

International Journal of Market Research

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This research investigates the relevance of exchange norms in a business-to-consumer context and studies the impact of both relational and discrete norms on customer satisfaction in services. As existing scales focus only on relational norms and are mostly limited to business-to-business contexts, Study 1 ( n = 164) proposes measurement scales for seven exchanges norms adapted to a business-to-consumer context: Reciprocity, The Linking norms, Creation and restraint of power, Role integrity, Solidarity, Flexibility, and Effectuation of consent. Study 2 ( n = 295) tests the influence on these norms on customer satisfaction. The article demonstrates that exchange norms as a whole positively affect customer satisfaction and, more specifically, that relational norms explain satisfaction better than discrete norms. The findings also show that, contrary to customer relationship proneness, relationship duration moderates the link between exchange norms and customer satisfaction.

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“…Composantes des normes contractuelles, d'après Macneil (1980Macneil ( , 1981Macneil ( , 1983 Macneil (1980) avait identifié neuf normes. Il en rajoute une dixième dans des travaux ultérieurs, le bien-fondé des moyens (Macneil, 1983). relationnelles, elles ne jouent pas un rôle majeur dans des contextes relationnels (Fink, Hatten et James, 2010 ;Blois et Ivens 2007).…”

Section: Les Normes Contractuelles Relationnelles Et Transactionnellesunclassified

Gestion des relations banques-PME

Ambroise

Maque

Prim‐Allaz

2014

ipme

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Les approches des échanges, par les théories des coûts de transaction des contrats incomplets et de la dépendance ou de la théorie des conventions, ont proposé des conceptualisations riches, mais souvent jugées incomplètes. Une alternative intéressante proposée par Ian Macneil, la théorie du contrat social est désormais largement répandue en gestion. Au fil du temps, cette théorie s’est imposée comme une clé de lecture pertinente dans l’analyse des relations et de leur gouvernance, notamment au travers des relations clients/fournisseurs. Elle permet de mieux comprendre ces relations offrant ainsi aux entreprises la possibilité d’améliorer leurs relations clients, mais aussi leurs relations internes. Si la théorie du contrat social remet globalement en cause l’idée selon laquelle une relation peut être totalement décrite, formalisée, anticipée, voire contractualisée, elle propose également un cadre permettant de catégoriser et d’analyser les différentes dimensions et facettes d’une relation. Cette recherche vise à préciser comment les normes contractuelles permettent de compléter et de prolonger les théories classiques de l’échange. Selon cette conception, l’ensemble des interactions est alors réellement appréhendé selon une approche relationnelle et holiste. L’analyse assortie de deux études complémentaires (l’une avec une approche marketing et l’autre en finance organisationnelle) sur les relations entre les PME et leurs banques a été réalisée. Les résultats montrent la pertinence de la théorie du contrat social en sciences de gestion, notamment comme cadre de compréhension des mécanismes de gouvernance des échanges bancaires. Ils mettent également en exergue le rôle de la gestion de la relation dans la création de valeur. L’intérêt opérationnel de cette approche de ce cadre théorique est ainsi démontré.

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Time and the salience of Macneil's relational norms

Cited by 4 publications

References 30 publications

Relational Focus in Long Duration Buyer Seller Relationships

Relational Focus in Long Duration Buyer Seller Relationships

Measuring exchange norms and its impact on satisfaction in a B2C context

Gestion des relations banques-PME

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