| Abstract: | Competitive predictions regarding the relationships between: (a) monitoring and agent tenure, and (b) performance‐contingent compensation are derived from agency theory and collaborative perspectives. These results are tested in a within‐industry (trucking) sample and in a cross‐industry sample. The results partially support both perspectives, particularly with respect to monitoring and agent tenure. Implications of the results for theory and practice are discussed. Copyright © 2000 John Wiley & Sons, Ltd. |
