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Non-Contractual Relations in Business: A Preliminary Study

Stewart Macaulay
American Sociological Review
Vol. 28, No. 1 (Feb., 1963), pp. 55-67
Stable URL: http://www.jstor.org/stable/2090458
Page Count: 13
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Non-Contractual Relations in Business: A Preliminary Study
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Abstract

Preliminary findings indicate that businessmen often fail to plan exchange relationships completely, and seldom use legal sanctions to adjust these relationships or to settle disputes. Planning and legal sanctions are often unnecessary and may have undesirable consequences. Transactions are planned and legal sanctions are used when the gains are thought to outweigh the costs. The power to decide whether the gains from using contract outweigh the costs will be held by individuals having different occupational roles. The occupational role influences the decision that is made.

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