Ethical and Legal Foundations of Relational Marketing Exchanges

Previous study of exchange by marketing scholars has emphasized events and conditions leading to and the outcomes of exchange interaction. However, limited attention has been directed toward the role of ethics and law in exchange. The emerging perspective of relational exchange suggests the importance of these foundations. The authors examine the interrelationship of contract law and ethics for building and sustaining marketing exchanges. They explore dimensions of ethical exchange and offer managerial and research implications.

[1]  Law in Modern Society: Toward a Criticism of Social Theory , 1977 .

[2]  P. Rajan Varadarajan,et al.  Symbiotic Marketing Revisited , 1986 .

[3]  Dickinson v. Dodds,et al.  THE DEATH OF CONTRACT , 2022 .

[4]  Grant Gilmore,et al.  The Death of Contract , 1974 .

[5]  John M. Browning,et al.  How ethical are industrial buyers , 1983 .

[6]  M. Sharp.  Pacta Sunt Servanda , 1941 .

[7]  D. Harris.  Contract as promise--A review article based on contract as promise: A theory of contractual obligation, by Charles Fried (Harvard University Press: 1981) 162 pp , 1983 .

[8]  W. S. Comanor.  Vertical Territorial and Customer Restrictions: White Motor and Its Aftermath , 1968 .

[9]  児玉 文雄.  Harvard Business Review : 抄録雑誌の概要 , 1987 .

[10]  C. Lovelock.  Classifying Services to Gain Strategic Marketing Insights , 1983 .

[11]  A. Korman.  Work Experience, Socialization, and Civil Liberties. , 1975 .

[12]  G. W. Walster,et al.  New directions in equity research. , 1973 .

[13]  A. H. Kizilbash,et al.  Social auditing for marketing managers , 1979 .

[14]  国立中興大学法律研究所,et al.  美国統一商法典及其訳註 : Uniform Commercial Code , 1979 .

[15]  Oliver F. Williams,et al.  The Ethics of Virtue: A Moral Theory for Marketing , 1990 .

[16]  John O. Summers,et al.  Interfirm Influence Strategies and Their Application within Distribution Channels , 1984 .

[17]  Jule B. Gassenheimer,et al.  Marketing and Exchange , 1987 .

[18]  Wroe Alderson,et al.  Marketing Behavior and Executive Action , 1978 .

[19]  Steven J. Burton,et al.  Breach of Contract and the Common Law Duty to Perform in Good Faith , 1980 .

[20]  B. Nooteboom.  Marketing, Reciprocity and Ethics , 1992 .

[21]  Donald P. Robin,et al.  Social Responsibility, Ethics, and Marketing Strategy: Closing the Gap between Concept and Application , 1987 .

[22]  Wesley J. Johnston,et al.  Relationship management: Managing the selling and the buying interface , 1986 .

[23]  Richard M. Clewett,et al.  Market Behavior and Executive Action , 1958 .

[24]  D. Ford.  The Development of Buyer‐Seller Relationships in Industrial Markets , 1980 .

[25]  Barton A. Weitz,et al.  The Use of Pledges to Build and Sustain Commitment in , 1992 .

[26]  G. Zaltman,et al.  Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations , 1992 .

[27]  Barbara Bund,et al.  Winning and Keeping Industrial Customers: The Dynamics of Customer Relationships , 1985 .

[28]  Lon L. Fuller,et al.  The Morality of Law. , 1966 .

[29]  Robert E. Spekman,et al.  Just-In-Time Exchange Relationships in Industrial Markets , 1988 .

[30]  E. Farnsworth.  Good Faith Performance and Commercial Reasonableness under the Uniform Commercial Code , 1963 .

[31]  Roland R. Foulke.  Mistake in the Formation and Performance of a Contract , 1911 .

[32]  Lawrence A. Crosby,et al.  Relationship Quality in Services Selling: An Interpersonal Influence Perspective: , 1990 .

[33]  J. Gordley.  Equality in Exchange , 1981 .

[34]  David T. Wilson,et al.  Developing and protecting profitable customer relationships , 1989 .

[35]  J. E. Swan,et al.  How industrial salespeople gain customer trust , 1985 .

[36]  M. Deutsch.  Equity, Equality, and Need: What Determines Which Value Will Be Used as the Basis of Distributive Justice? , 1975 .

[37]  D. Dixon.  The Ethical Component 6F Marketing: An Eighteenth-Century View , 1982 .

[38]  W. Dugger.  The Economic Institutions of Capitalism , 1987 .

[39]  Page Keeton,et al.  Prosser and Keeton on the Law of Torts , 1984 .

[40]  Ian R. Macneil.  Exchange Revisited: Individual Utility and Social Solidarity , 1986, Ethics.

[41]  B. Borys,et al.  Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations , 1989 .

[42]  O. C. Ferrell,et al.  A Contingency Framework for Understanding Ethical Decision Making in Marketing , 1985 .

[43]  Ian R. Macneil.  The new social contract: An inquiry into modern contractual relations , 1980 .

[44]  O. Williamson.  Credible Commitments: Using Hostages to Support Exchange , 1983 .

[45]  O. Williamson,et al.  Markets and Hierarchies: Analysis and Antitrust Implications. , 1977 .

[46]  Stewart Macaulay.  Non-contractual relations in business: a preliminary study , 1963 .

[47]  Jeffrey L. Bradach,et al.  Price, Authority, and Trust: From Ideal Types to Plural Forms , 1989 .

[48]  G. Richard Shell,et al.  Opportunism and Trust in the Negotiation of Commercial Contracts: Toward a New Cause of Action , 1991 .

[49]  Guillermina Jasso,et al.  A New Theory of Distributive Justice , 1980 .

[50]  Gary F. Soldow,et al.  A Rules-Based Approach to Competitive Interaction , 1988 .

[51]  A. Kronman.  Mistake, Disclosure, Information, and the Law of Contracts , 1978, The Journal of Legal Studies.

[52]  Ralph L. Day,et al.  Negotiation styles of industrial buyers , 1986 .

[53]  R. Bagozzi.  Marketing as Exchange , 1975 .

[54]  Gidon A. G. Gottlieb.  Relationism: Legal Theory for a Relational Society , 1983 .

[55]  P. Schurr,et al.  Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness. , 1985 .

[56]  J. Arndt.  Toward a Concept of Domesticated Markets , 1979 .

[57]  Victor P. Goldberg.  The Law and Economics of Vertical Restrictions: A Relational Perspective , 1979 .

[58]  O. Williamson.  Comparative Economic Organization: The Analysis of Discrete Structural Alternatives , 1994 .

[59]  Louis W. Stern,et al.  Designing successful transorganizational marketing alliances , 1990 .

[60]  Jennifer A. Chatman,et al.  Organizational commitment and psychological attachment: The effects of compliance, identification, and internalization on prosocial behavior. , 1986 .

[61]  Jerry R. Goolsby,et al.  Cognitive Moral Development and Marketing , 1992 .

[62]  R. Scott,et al.  Principles of Relational Contracts , 1981 .

[63]  Keith P. Sentis,et al.  Fairness and preference , 1979 .

[64]  S. Hunt,et al.  A General Theory of Marketing Ethics , 1986 .

[65]  F. Nye,et al.  Social Exchange in Developing Relationships , 1979 .

[66]  Thomas Palay,et al.  Avoiding Regulatory Constraints: Contracting Safeguards and the Role of Informal Agreements , 1985 .

[67]  Hugh Beale,et al.  Contracts between Businessmen: Planning and the Use of Contractual Remedies , 1975 .

[68]  J. E. Swan,et al.  Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach. , 1989 .

[69]  P. Dion,et al.  Industrial supplier-buyer negotiations , 1988 .

[70]  F. Dwyer,et al.  Developing Buyer-Seller Relationships , 1987 .

[71]  H. Håkansson.  International Marketing and Purchasing of Industrial Goods: An Interaction Approach , 1982 .

[72]  Management of the personal selling function , 1971 .

[73]  O. C. Ferrell,et al.  A Synthesis of Ethical Decision Models for Marketing , 1989 .

[74]  B. Toffler,et al.  Tough Choices: Managers Talk Ethics , 1986 .

[75]  D. Koehn.  Toward An Ethic of Exchange , 1992, Business Ethics Quarterly.

[76]  Victor P. Goldberg.  Toward an Expanded Economic Theory of Contract , 1976, The Chicago School of Political Economy.

[77]  Lawrence B. Chonko,et al.  Corporate Ethical Values and Organizational Commitment in Marketing , 1989 .