A Framework to Build or Review Marketing and Networks Contracts

University of Sao Paulo, FEARP Working Paper No. TDA/17 2002

24 Pages Posted: 6 Feb 2003

See all articles by Marcos Fava Neves

Marcos Fava Neves

University of São Paulo (USP) - Business Administration

Date Written: October 2002

Abstract

The literature shows that bounded rationality makes almost impossible to build complete contracts to manage transactions between companies. Furthermore, incomplete contracts generate opportunism problems from one of the involved parts and undesirable transaction costs that could be reduced if the process of building a contract were to be done with more details (exactness). In general, businessmen do not have the instruments to facilitate this process of building and students, who will deal with contracts in various moments of their professional lives, are not trained for this activity. This article provides a model that has been successfully used as a contract analysis tool in business networks focusing on marketing actions.

Keywords: Contracts, networks, corporate governance, marketing

Suggested Citation

Fava Neves, Marcos, A Framework to Build or Review Marketing and Networks Contracts (October 2002). University of Sao Paulo, FEARP Working Paper No. TDA/17 2002. Available at SSRN: https://ssrn.com/abstract=346160 or http://dx.doi.org/10.2139/ssrn.346160

Marcos Fava Neves (Contact Author)

University of São Paulo (USP) - Business Administration ( email )

FEARP Av dos Bandeirantes 3900
Ribeirao Preto, Sao Paulo, 14020-740
Brazil
55-16-6023892 (Phone)

Register to save articles to
your library

Register

Paper statistics

Downloads
285
Abstract Views
1,775
rank
109,002
PlumX Metrics