Antecedents of principal–agent relationship value : the differential impact of social capital and dynamic learning factors
Journal of Marketing Channels
dynamic capability; exploratory and exploitative learning; performance; relationship marketing; social capital; value creation
Although the critical role of relationship value to business has been widely acknowledged, a review of the extant literature reveals that understanding on antecedents of relationship value is limited to relationship-specific factors, and impacts of key customer relationship value on performance still await empirical substantiation. Grounded in dynamic learning capability and social capital perspective, this study collected a sample of 411 principal–agent relationships to examine the relative impact of predictors in creating relationship values from the supplier angle. The result shed light on the significant mediating role of dynamic learning over the linkage between social capital and relationship value.
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Li, L.-Y. (2010). Antecedents of principal–agent relationship value: The differential impact of social capital and dynamic learning factors. Journal of Marketing Channels, 17(4), 313-338. doi: 10.1080/1046669X.2010.512860