... exchange tradition, the approach of expectancy theory studying salespeople's motivations is particularly influential. The principle of expectancy theory is that: rewards should be closely tied with behavior, rewards administration should be frequent and consistent, and people are motivated by outcomes...

... governance. The last type is related to relational contracting (Macneil, 1978), or cooperative relationships without formal contracts. Heide suggested that these governance structures differ from each other in terms of the enforcement mechanism. Supplier relations Assets Behaviour Market orientation...

... Publishing Limited 2006 Factor analysis Behaviour An executive summary for managers and executive readers can be found at the end of this issue. It implies that the acceptance of norms by the parties engaged in exchange is required to render them effective (Cannon et al...

... industries were collected to investigate the scanning behavior of managers. Finds empirical support for some of the relationships that were proposed. Explores possible explanations for the lack of support for several important relationships that have been advanced in the literature, and submits managerial...