{"id":"https://openalex.org/W2046525786","doi":"https://doi.org/10.1287/orsc.1060.0213","title":"The Antecedents and Performance Implications of Cooperative Exchange Norms","display_name":"The Antecedents and Performance Implications of Cooperative Exchange Norms","publication_year":2006,"publication_date":"2006-12-01","ids":{"openalex":"https://openalex.org/W2046525786","doi":"https://doi.org/10.1287/orsc.1060.0213","mag":"2046525786"},"language":"en","primary_location":{"id":"doi:10.1287/orsc.1060.0213","is_oa":false,"landing_page_url":"https://doi.org/10.1287/orsc.1060.0213","pdf_url":null,"source":{"id":"https://openalex.org/S206124708","display_name":"Organization Science","issn_l":"1047-7039","issn":["1047-7039","1526-5455"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Organization Science","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5109508687","display_name":"Janet Bercovitz","orcid":null},"institutions":[{"id":"https://openalex.org/I157725225","display_name":"University of Illinois Urbana-Champaign","ror":"https://ror.org/047426m28","country_code":"US","type":"education","lineage":["https://openalex.org/I157725225"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Janet Bercovitz","raw_affiliation_strings":["College of Business, University of Illinois at Urbana-Champaign, 1206 South Sixth Street, Champaign, Illinois 61820"],"affiliations":[{"raw_affiliation_string":"College of Business, University of Illinois at Urbana-Champaign, 1206 South Sixth Street, Champaign, Illinois 61820","institution_ids":["https://openalex.org/I157725225"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5014767441","display_name":"Sandy D. Jap","orcid":"https://orcid.org/0000-0003-2661-8549"},"institutions":[{"id":"https://openalex.org/I150468666","display_name":"Emory University","ror":"https://ror.org/03czfpz43","country_code":"US","type":"education","lineage":["https://openalex.org/I150468666"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Sandy D. Jap","raw_affiliation_strings":["Goizueta Business School, Emory University, 1300 Clifton Road, Atlanta, Georgia 30322"],"affiliations":[{"raw_affiliation_string":"Goizueta Business School, Emory University, 1300 Clifton Road, Atlanta, Georgia 30322","institution_ids":["https://openalex.org/I150468666"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5112078210","display_name":"Jack A. Nickerson","orcid":null},"institutions":[{"id":"https://openalex.org/I204465549","display_name":"Washington University in St. Louis","ror":"https://ror.org/01yc7t268","country_code":"US","type":"education","lineage":["https://openalex.org/I204465549"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Jack A. Nickerson","raw_affiliation_strings":["Olin School of Business, Washington University in St. Louis, Campus Box 1133, 1 Brookings Road, St. Louis, Missouri 63130"],"affiliations":[{"raw_affiliation_string":"Olin School of Business, Washington University in St. Louis, Campus Box 1133, 1 Brookings Road, St. Louis, Missouri 63130","institution_ids":["https://openalex.org/I204465549"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5109508687"],"corresponding_institution_ids":["https://openalex.org/I157725225"],"apc_list":null,"apc_paid":null,"fwci":9.2397,"has_fulltext":false,"cited_by_count":152,"citation_normalized_percentile":{"value":0.9719664,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":95,"max":100},"biblio":{"volume":"17","issue":"6","first_page":"724","last_page":"740"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10003","display_name":"Innovation and Knowledge Management","score":0.9962000250816345,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10003","display_name":"Innovation and Knowledge Management","score":0.9962000250816345,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13402","display_name":"Business Strategy and Innovation","score":0.9915000200271606,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10646","display_name":"Experimental Behavioral Economics Studies","score":0.9609000086784363,"subfield":{"id":"https://openalex.org/subfields/3311","display_name":"Safety Research"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/social-exchange-theory","display_name":"Social exchange theory","score":0.7769050598144531},{"id":"https://openalex.org/keywords/observability","display_name":"Observability","score":0.6338722705841064},{"id":"https://openalex.org/keywords/transaction-cost","display_name":"Transaction cost","score":0.5853224396705627},{"id":"https://openalex.org/keywords/database-transaction","display_name":"Database transaction","score":0.5351719856262207},{"id":"https://openalex.org/keywords/control","display_name":"Control (management)","score":0.5136077404022217},{"id":"https://openalex.org/keywords/information-exchange","display_name":"Information exchange","score":0.5118921995162964},{"id":"https://openalex.org/keywords/microeconomics","display_name":"Microeconomics","score":0.4792318642139435},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.4668698012828827},{"id":"https://openalex.org/keywords/process","display_name":"Process (computing)","score":0.4490557014942169},{"id":"https://openalex.org/keywords/knowledge-management","display_name":"Knowledge management","score":0.3913114666938782},{"id":"https://openalex.org/keywords/industrial-organization","display_name":"Industrial organization","score":0.32484835386276245},{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.28575682640075684},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.2794579267501831},{"id":"https://openalex.org/keywords/social-psychology","display_name":"Social psychology","score":0.25583574175834656},{"id":"https://openalex.org/keywords/psychology","display_name":"Psychology","score":0.18797904253005981},{"id":"https://openalex.org/keywords/management","display_name":"Management","score":0.13179343938827515},{"id":"https://openalex.org/keywords/mathematics","display_name":"Mathematics","score":0.10879108309745789}],"concepts":[{"id":"https://openalex.org/C172256602","wikidata":"https://www.wikidata.org/wiki/Q780716","display_name":"Social exchange theory","level":2,"score":0.7769050598144531},{"id":"https://openalex.org/C36299963","wikidata":"https://www.wikidata.org/wiki/Q1369844","display_name":"Observability","level":2,"score":0.6338722705841064},{"id":"https://openalex.org/C98965940","wikidata":"https://www.wikidata.org/wiki/Q877496","display_name":"Transaction cost","level":2,"score":0.5853224396705627},{"id":"https://openalex.org/C75949130","wikidata":"https://www.wikidata.org/wiki/Q848010","display_name":"Database transaction","level":2,"score":0.5351719856262207},{"id":"https://openalex.org/C2775924081","wikidata":"https://www.wikidata.org/wiki/Q55608371","display_name":"Control (management)","level":2,"score":0.5136077404022217},{"id":"https://openalex.org/C189693848","wikidata":"https://www.wikidata.org/wiki/Q6031064","display_name":"Information exchange","level":2,"score":0.5118921995162964},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.4792318642139435},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4668698012828827},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.4490557014942169},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.3913114666938782},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.32484835386276245},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.28575682640075684},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.2794579267501831},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.25583574175834656},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.18797904253005981},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.13179343938827515},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.10879108309745789},{"id":"https://openalex.org/C28826006","wikidata":"https://www.wikidata.org/wiki/Q33521","display_name":"Applied mathematics","level":1,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0},{"id":"https://openalex.org/C76155785","wikidata":"https://www.wikidata.org/wiki/Q418","display_name":"Telecommunications","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1287/orsc.1060.0213","is_oa":false,"landing_page_url":"https://doi.org/10.1287/orsc.1060.0213","pdf_url":null,"source":{"id":"https://openalex.org/S206124708","display_name":"Organization Science","issn_l":"1047-7039","issn":["1047-7039","1526-5455"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Organization Science","raw_type":"journal-article"},{"id":"pmh:oai:RePEc:inm:ororsc:v:17:y:2006:i:6:p:724-740","is_oa":false,"landing_page_url":"http://doi.org/10.1287/orsc.1060.0213","pdf_url":null,"source":{"id":"https://openalex.org/S4306401271","display_name":"RePEc: Research Papers in Economics","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I77793887","host_organization_name":"Federal Reserve Bank of St. Louis","host_organization_lineage":["https://openalex.org/I77793887"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"article"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":102,"referenced_works":["https://openalex.org/W143399821","https://openalex.org/W423459375","https://openalex.org/W1550615903","https://openalex.org/W1561704048","https://openalex.org/W1566344170","https://openalex.org/W1816720378","https://openalex.org/W1825581076","https://openalex.org/W1965080745","https://openalex.org/W1966565904","https://openalex.org/W1975733460","https://openalex.org/W1983272981","https://openalex.org/W1986454804","https://openalex.org/W1987258130","https://openalex.org/W1989010499","https://openalex.org/W1991670833","https://openalex.org/W1996438867","https://openalex.org/W2002561323","https://openalex.org/W2019153062","https://openalex.org/W2020778159","https://openalex.org/W2022676832","https://openalex.org/W2029520384","https://openalex.org/W2031513649","https://openalex.org/W2032940339","https://openalex.org/W2036840437","https://openalex.org/W2037539013","https://openalex.org/W2037710531","https://openalex.org/W2038093860","https://openalex.org/W2038810444","https://openalex.org/W2038900672","https://openalex.org/W2040454190","https://openalex.org/W2042301164","https://openalex.org/W2043593255","https://openalex.org/W2052471430","https://openalex.org/W2055324442","https://openalex.org/W2056239166","https://openalex.org/W2062663664","https://openalex.org/W2066557547","https://openalex.org/W2077040059","https://openalex.org/W2081388928","https://openalex.org/W2093705991","https://openalex.org/W2094514178","https://openalex.org/W2095409327","https://openalex.org/W2096838238","https://openalex.org/W2097137621","https://openalex.org/W2102473473","https://openalex.org/W2109280325","https://openalex.org/W2111367585","https://openalex.org/W2112059919","https://openalex.org/W2116808919","https://openalex.org/W2123120413","https://openalex.org/W2124013233","https://openalex.org/W2124687760","https://openalex.org/W2124927217","https://openalex.org/W2125381863","https://openalex.org/W2130660952","https://openalex.org/W2132081716","https://openalex.org/W2133627245","https://openalex.org/W2139474918","https://openalex.org/W2146458355","https://openalex.org/W2149230285","https://openalex.org/W2150238850","https://openalex.org/W2151388372","https://openalex.org/W2154705432","https://openalex.org/W2157773952","https://openalex.org/W2162056681","https://openalex.org/W2166814848","https://openalex.org/W2168082050","https://openalex.org/W2171394132","https://openalex.org/W2313817391","https://openalex.org/W2313992398","https://openalex.org/W2314501994","https://openalex.org/W2320400310","https://openalex.org/W2321396344","https://openalex.org/W2324299297","https://openalex.org/W2329693473","https://openalex.org/W2334108254","https://openalex.org/W2335653399","https://openalex.org/W3022339544","https://openalex.org/W3027506207","https://openalex.org/W3121971504","https://openalex.org/W3122093892","https://openalex.org/W3122794957","https://openalex.org/W3123641935","https://openalex.org/W3123899440","https://openalex.org/W3124528066","https://openalex.org/W3125185252","https://openalex.org/W3125936296","https://openalex.org/W3126094737","https://openalex.org/W3127069677","https://openalex.org/W3139752849","https://openalex.org/W3217596087","https://openalex.org/W4232663165","https://openalex.org/W4236412435","https://openalex.org/W4241234180","https://openalex.org/W4243769447","https://openalex.org/W4243845907","https://openalex.org/W4246364760","https://openalex.org/W4248240512","https://openalex.org/W4249075240","https://openalex.org/W4250731756","https://openalex.org/W4254010957","https://openalex.org/W4388072854"],"related_works":["https://openalex.org/W2042478330","https://openalex.org/W2973650984","https://openalex.org/W2353293562","https://openalex.org/W2381227153","https://openalex.org/W2065309558","https://openalex.org/W3124470597","https://openalex.org/W79746788","https://openalex.org/W2947064780","https://openalex.org/W2076714832","https://openalex.org/W3125605238"],"abstract_inverted_index":{"Our":[0],"study":[1],"investigates":[2],"the":[3,18,28,45,52,54,68,78,82,88,113,122],"antecedents":[4],"and":[5,41,97,104],"performance":[6],"implications":[7],"of":[8,20,30,47,56,71,84,90,116,137,140],"cooperative":[9,22,57,72,117],"exchange":[10,26,50,58,73,108,118],"norms.":[11],"We":[12,64],"argue":[13,66],"that,":[14],"in":[15,24],"early":[16],"relationships,":[17],"level":[19,46,55,70,80,115],"expected":[21,79,105,123],"norms":[23,74,86,106,119],"an":[25],"is":[27,87],"result":[29,89],"a":[31,129,138],"calculative":[32],"process":[33],"facilitated":[34],"by":[35],"transaction":[36],"attributes:":[37],"joint":[38],"transaction-specific":[39],"investments":[40],"observability.":[42],"The":[43,135],"greater":[44,53],"these":[48],"two":[49],"attributes,":[51],"norms,":[59],"all":[60],"else":[61],"being":[62],"equal.":[63],"further":[65],"that":[67,93],"realized":[69,103,114],"can":[75],"deviate":[76],"from":[77],"because":[81],"development":[83],"such":[85],"social":[91],"processes":[92],"management":[94],"cannot":[95],"directly":[96],"fully":[98],"control.":[99],"This":[100],"gap":[101],"between":[102],"affects":[107],"performance.":[109],"Performance":[110],"suffers":[111],"when":[112],"falls":[120],"below":[121],"level,":[124],"but":[125],"overshooting":[126],"expectations":[127],"lays":[128],"critical":[130],"groundwork":[131],"for":[132,148],"repeat":[133],"transactions.":[134],"analysis":[136],"survey":[139],"182":[141],"collaborative":[142],"R&amp;D":[143],"alliances":[144],"provides":[145],"initial":[146],"support":[147],"our":[149],"theory.":[150]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":10},{"year":2023,"cited_by_count":6},{"year":2022,"cited_by_count":11},{"year":2021,"cited_by_count":5},{"year":2020,"cited_by_count":11},{"year":2019,"cited_by_count":8},{"year":2018,"cited_by_count":14},{"year":2017,"cited_by_count":6},{"year":2016,"cited_by_count":6},{"year":2015,"cited_by_count":13},{"year":2014,"cited_by_count":8},{"year":2013,"cited_by_count":12},{"year":2012,"cited_by_count":7}],"updated_date":"2025-11-06T03:46:38.306776","created_date":"2025-10-10T00:00:00"}
