Managing Complex Contracts: A Theoretical Approach

Autor:	Matthew Potoski, David M. Van Slyke, Trevor L. Brown
Rok vydání:	2015
Předmět:	Marketing Public Administration Sociology and Political Science 0502 economics and business 05 social sciences 050602 political science & public administration Business 050203 business & management 0506 political science
Zdroj:	Journal of Public Administration Research and Theory. 26:294-308
ISSN:	1477-9803 1053-1858
DOI:	10.1093/jopart/muv004
Popis:	When a product is difficult to specify in a contract and requires specialized investments for a market exchange, the buyer and seller can find themselves locked into a mutually dependent relationship in which both win-win and lose-lose outcomes are possible. This paper presents a theory of such complex contracting in the public sector and identifies the conditions that increase the likelihood of win-win outcomes for the buyer and the seller. Rules that allow parties to incentivize cooperative behavior increase the chances of a winning outcome. Relationships can promote cooperation if structured to incorporate repeated play and external reputations. Finally, contract success is contingent on mutual understanding between the two parties. Both the buyer and the seller need to understand the rules and the relationship in the same way in order for the exchange to deliver a win-win.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::9f6ed86294d9782c3c916349a1603821 https://doi.org/10.1093/jopart/muv004 Zobrazit plný text záznamu