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Governance, Negotiations, and Alliance Dynamics: Explaining the Evolution of Relational Practice

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  • Håvard Ness

Abstract

This paper explores relational practice in strategic alliances. Focusing on how governance mechanisms and negotiation strategies evolve and form patterns of interaction that are under influence of both recursive and adaptive forces, four modes of relational practice are discussed: recursively integrative, recursively distributive, adaptive toward integrative, and adaptive toward distributive. Three longitudinal cases are examined. I find that different contractual conditions enable (or restrain) interaction patterns. Negotiation behaviour, in turn, affects future contractual conditions and their combination and recombination form the evolution of relational practice. As relationships progress, initial governance mechanisms are complemented and negotiation behaviours change. I explain how perceptions of both process and relational outcomes influence relational practice. In addition, I explicate why relational practices have both recursive and adaptive characteristics, and identify conditions that cause relational practices to move towards more integrative or distributive modes.

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  • Håvard Ness, 2009. "Governance, Negotiations, and Alliance Dynamics: Explaining the Evolution of Relational Practice," Journal of Management Studies, Wiley Blackwell, vol. 46(3), pages 451-480, May.
    • Handle: RePEc:bla:jomstd:v:46:y:2009:i:3:p:451-480
    DOI: 10.1111/j.1467-6486.2008.00818.x
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    3. Robson, Matthew J. & Katsikeas, Constantine S. & Schlegelmilch, Bodo B. & Pramböck, Barbara, 2019. "Alliance capabilities, interpartner attributes, and performance outcomes in international strategic alliances," Journal of World Business, Elsevier, vol. 54(2), pages 137-153.
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    6. Linda H. Y. Hsieh & Suzana B. Rodrigues, 2014. "Revisiting the Trustworthiness–Performance–Governance Nexus in International Joint Ventures," Management International Review, Springer, vol. 54(5), pages 675-705, October.
    7. Aarstad, Jarle & Ness, Håvard & Haugland, Sven A., 2015. "Network position and tourism firms' co-branding practice," Journal of Business Research, Elsevier, vol. 68(8), pages 1667-1677.
    8. Baraldi, Enrico & Ciabuschi, Francesco & Kronlid, Carl & Lindahl, Olof, 2022. "Managing interorganizational interactions for social impact: A study of two antibiotics R&D networks," Journal of Business Research, Elsevier, vol. 141(C), pages 264-278.
    9. Andaç T. Arıkan, 2020. "Opportunism is in the Eye of the Beholder: Antecedents of Subjective Opportunism Judgments," Journal of Business Ethics, Springer, vol. 161(3), pages 573-589, January.
    10. Joakim Wincent & Sergey Anokhin & Daniel Örtqvist & Erkko Autio, 2010. "Quality Meets Structure: Generalized Reciprocity and Firm‐Level Advantage in Strategic Networks," Journal of Management Studies, Wiley Blackwell, vol. 47(4), pages 597-624, June.
    11. Alexander Zimmermann & Sebastian Raisch & Julian Birkinshaw, 2015. "How Is Ambidexterity Initiated? The Emergent Charter Definition Process," Organization Science, INFORMS, vol. 26(4), pages 1119-1139, August.
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    13. Owens, Martin & Ramsey, Elaine & Loane, Sharon, 2018. "Resolving post-formation challenges in shared IJVs: The impact of shared IJV structure on inter-partner relationships," International Business Review, Elsevier, vol. 27(3), pages 584-593.

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