| Abstract: | This study attempts to test a relational contracting model of distribution channels in the context of the international salmon industry, using data from three successive channel levels. Relational contracting norms were found to be positively associated with channel cohesion, as defined by convergent perceptions across channel levels. Channel formalization was found to correlate positively and channel centralization correleated negatively with relational contracting norms of reliance, solidarity and mutuality. A contracting framework consistent with a political economy model is suggested for future channel studies. |
