IDEAS home Printed from https://ideas.repec.org/a/taf/servic/v30y2008i2p149-169.html
   My bibliography  Save this article

Investigation of agency agreement formation: new opportunities for marketing relationship development in service industries

Author

Listed:
  • Elizabeth Hemphill

Abstract

This paper examines agent--principal agreements that prevail in marketing structures. Structural equation modeling reveals a new positioning of the relative importance of antecedents in agreement formation for two agency contexts (recruitment consultants and real estate agents). The insignificance of negotiation in agreement formation deviates from services marketing relationship models in which negotiation pre-empts commitment. A close coupling of agent attributes and information disclosure similarly positions business and consumer exchanges, contrary to sales literature. As agreement formation is not directly determined by any single event, management should not focus on outcome-based metrics for process refinement.

Suggested Citation

  • Elizabeth Hemphill, 2008. "Investigation of agency agreement formation: new opportunities for marketing relationship development in service industries," The Service Industries Journal, Taylor & Francis Journals, vol. 30(2), pages 149-169, February.
    • Handle: RePEc:taf:servic:v:30:y:2008:i:2:p:149-169
    DOI: 10.1080/02642060802116347
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/02642060802116347
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/02642060802116347?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:servic:v:30:y:2008:i:2:p:149-169. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/FSIJ20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.