An examination of communication behaviors as mediators in individual-level interorganizational exchanges



This research attempts to address some of the gaps in our understanding of individual-level interorganizational exchanges. To this end, a conceptual framework that integrates cooperative norms, communication behaviors, and perceived problem-solving efficacy is developed. Qualitative and quantitative methodologies were employed to explore relevance and significance of proposed constructs and relationships. Findings support the viability of constructs and proposed relationships. Specifically, communication behaviors were found to mediate the relationship between cooperative norms and problem-solving confidence to resolve conflict. These results hold implications for future research and management practice. © 2006 Wiley Periodicals, Inc.