Executive departures without client losses: the role of multiplex ties in exchange partner retention
File(s)Rogan 2014 AMJ WP.pdf (530.42 KB)
Accepted version
Author(s)
Rogan, Michelle
Type
Journal Article
Abstract
To reduce vulnerability to exchange relationship loss when executives leave, firms often form multiple ties to the same exchange partners. Despite the assumed importance of interorganizational multiplexity for relationship retention, theory and evidence of its effect are lacking. Analysis of a longitudinal sample of client ties of advertising firms confirms that, in general, multiplexity improves retention. However, only relationships that span intraorganizational units with convergent interests reduce the positive effect of advertising agency executive departures on client tie loss. The findings highlight the need to consider the implications of intraorganizational structure for theories of interorganizational relationship retention, and suggest an additional rationale for the persistence of the holding company structure in professional services firms despite limited returns to scale.
Date Issued
2014-04-01
Date Acceptance
2013-04-01
Citation
Academy of Management Journal, 2014, 57 (2), pp.563-584
ISSN
0001-4273
Publisher
Academy of Management
Start Page
563
End Page
584
Journal / Book Title
Academy of Management Journal
Volume
57
Issue
2
Copyright Statement
© Academy of Management Journal
Identifier
https://journals.aom.org/doi/10.5465/amj.2011.1049
Subjects
1503 Business and Management
1505 Marketing
Business & Management
Publication Status
Published
Date Publish Online
2013-04-25