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The Individual Aspect of Interorganizational Cooperation: Favor-Based Cooperation |
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| Authors: | Adam Nguyen |
| Institution: | 1. Marketing Department, Siena College , Loudonville, New York, USA anguyen@siena.edu |
| Abstract: | ABSTRACT PurposeInterorganizational (IO) cooperation has been examined primarily as a role-based concept. This research seeks to extend this concept by examining a distinct mode of IO cooperation: favor-based cooperation. This concept refers to voluntary exchanges of preferential treatments between boundary personnel across organizations that are perceived as going beyond the requirements of their role relationships. |
| Keywords: | Interorganizational cooperation transaction cost economics value creation favor exchange extra-role behavior relational contracting adaptation social exchange industrial marketing business marketing |