Holding distribution channel relationships together: The role of transaction-specific assets and length of prior relationship

This paper contributes to our understanding of the continuity of interorganizational relationships. The setting of the study involves the relationship between a manufacturer and the manufacturer's rep. The findings, suggest that the manufacturer rep's specific investments in relationship with customers increases the manufacturer switching costs, decreases the manufacturer's intention to terminate the relationship and may contribute to creating a mutual dependence between the rep and the manufacturer.