Relationship Duration and Returns to Brokerage in the Staffing Sector
利用IT人员派遣公司的项目定价数据，研究长期关系如何影响经纪人的收益，发现与工人的长期关系能提高定价和收益份额，但工人与客户间的长期关系会限制这一收益。
We examine how long-term relationships affect brokers' returns, using project-level pricing data from an information technology staffing firm. We argue that long-term relationships between brokers and their counterparties affect both acquisition of private information and bargaining power, helping brokers to create and capture economic value. The results show that the staffing firm is able to charge a higher price and capture a higher proportion of that price when it has a long-term relationship with the worker. We also show that the staffing firm's ability to generate returns from its relationships is constrained when the brokered parties (worker and client firm) have a long-term relationship with each other. We discuss the implications of these findings for the study of market brokerage and long-term exchange relationships.