Realizing the maximum benefits from companies' relationship often requires a level of cooperation, to encourage the seller, to make a cooperative, relation-specific investment that will increase the surplus to be shared by the buyer and seller.The seller, fearing he will be held up by a self-interested buyer, often refrains from investing or attempts to protect himself with costly, and sometimes i...
Realizing the maximum benefits from companies' relationship often requires a level of cooperation, to encourage the seller, to make a cooperative, relation-specific investment that will increase the surplus to be shared by the buyer and seller.The seller, fearing he will be held up by a self-interested buyer, often refrains from investing or attempts to protect himself with costly, and sometimes i...