Types of Vertical Exchange Relationships: An Empirical Re-Examination of the Cadre/Hired-hand Distinction

Vertical Exchange theory, also known as Vertical Dyad Linkage theory and Leader-Member Exchange theory, describes the exchange relationship between a manager and subordinate. In the past, the type of relationship has been placed along a continuum with the extreme types labelled cadre and hired-hand....

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Bibliographic Details
Published in:Journal of marketing theory and practice 1997-07, Vol.5 (3), p.109-125
Main Authors: Tanner, John F., Ridnour, Rick E., Castleberry, Stephen B.
Format: Article
Language:English
Subjects:
Corporate strategies
Empirical Articles
Hands
Influence
Job satisfaction
Leader-member exchange
Management decisions
Management education
Management policies
Marketing
Professional relationships
Public image management
Sales management
Sales personnel
Sales quotas
Salespeople
Skills
Social exchange theory
Statistical analysis
Studies
Subordinates
Tanneries
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Summary:Vertical Exchange theory, also known as Vertical Dyad Linkage theory and Leader-Member Exchange theory, describes the exchange relationship between a manager and subordinate. In the past, the type of relationship has been placed along a continuum with the extreme types labelled cadre and hired-hand. Recently, however, multi-dimensional approaches have been developed. These approaches lead the investigators of this study to re-examine the notion of a single continuum of relationship types. This paper presents the results of a study using a two-dimensional measure of quality of vertical exchange relationships along both dimensions. Three types of relationships were found and profiled using psychographic and demographic variables, and the influence of these relationship types on performance and satisfaction was explored.
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.1997.11501774