Roles played by relational trust in strategic alliances
AbstractIn this paper we develop the concept of relational quality as a proxy for relational trust. Exploration of data from 67 alliances confirms that relational quality is composed of three elements: initial conditions, partner interactions, and external events. We offer propositions on the relative importance of each of these elements depending on the different roles relational trust may play in strategic alliances: the role of a control mechanism, of a governance mechanism, or as an enabler of high risk initiatives
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Bibliographic InfoPaper provided by IESE Business School in its series IESE Research Papers with number D/432.
Length: 21 pages
Date of creation: 01 Mar 2001
Date of revision:
Find related papers by JEL classification:
- M10 - Business Administration and Business Economics; Marketing; Accounting - - Business Administration - - - General
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- Ariño, Africa & Doz, Yves, 2000. "Rescuing troubled alliances... before it's too late," European Management Journal, Elsevier, vol. 18(2), pages 173-182, April.
- Nooteboom, B. & Berger, H. & Noorderhaven, N.G., 1997. "Effects of trust and governance on relational risk," Open Access publications from Tilburg University urn:nbn:nl:ui:12-73834, Tilburg University.
- Peter Smith Ring, 1997. "Transacting in the State of Union: A Case Study of Exchange Governed by Convergent Interests," Journal of Management Studies, Wiley Blackwell, vol. 34(1), pages 1-25, 01.
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