Managing Relational Bond: An Integrative Approach
AbstractManaging voluntary cooperative relationships is growing in strategic importance. While some scholars emphasize the importance of fostering interpersonal ties and establishing a long-term perspective, others focus on managing the pattern of payoff to enhance a relationship. We offer a contingency framework that integrates these two perspectives of relationship building. The central thesis is that the effectiveness of payoff management hinges systematically on the context of a relationship jointly comprising interpersonal and intertemporal dynamics. The framework can be useful in enhancing the decision-making capabilities of managers who either proactively improve cooperation or reactively mitigate unfavorable payoff changes.
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Bibliographic InfoArticle provided by University of Chicago Press in its journal Journal of Business.
Volume (Year): 78 (2005)
Issue (Month): 2 (March)
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Web page: http://www.journals.uchicago.edu/JB/
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