An examination of communication behaviors as mediators in individual-level interorganizational exchanges
Article first published online: 1 DEC 2005
© 2006 Wiley Periodicals, Inc.
Psychology & Marketing
Volume 23, Issue 1, pages 35–56, January 2006
How to Cite
Kasouf, C. J., Celuch, K. G. and Bantham, J. H. (2006), An examination of communication behaviors as mediators in individual-level interorganizational exchanges. Psychol. Mark., 23: 35–56. doi: 10.1002/mar.20109
- Issue published online: 1 DEC 2005
- Article first published online: 1 DEC 2005
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.