This chapter examines basic aspects of the commercial mandate relationship, the mandate itself, principals and agents, and gives examples and illustrations in real-world situations. Differences in the methods of regulating the mandate depend on whether it is based on vertical interactions (VI) or on horizontal interactions (HI). In commercial intermediation a number of issues should be addressed: who represents whom? Who defends whose interests? What are the possible affective dimensions of the agency relationship in HI and VI. Organizations and representatives of these organizations are shown to form a “square of agents” with six potential relationships between two organizations and their respective representatives.

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Mandates and Commercial Intermediation

  • Jean-Claude Usunier

摘要

This chapter examines basic aspects of the commercial mandate relationship, the mandate itself, principals and agents, and gives examples and illustrations in real-world situations. Differences in the methods of regulating the mandate depend on whether it is based on vertical interactions (VI) or on horizontal interactions (HI). In commercial intermediation a number of issues should be addressed: who represents whom? Who defends whose interests? What are the possible affective dimensions of the agency relationship in HI and VI. Organizations and representatives of these organizations are shown to form a “square of agents” with six potential relationships between two organizations and their respective representatives.