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Establishing Trust during the Formation of Technology Alliances


  • Urs S. Daellenbach


  • Sally J. Davenport


Technological innovation occurs as much between organizations as within. In such knowledge-sharing alliances, interorganizational issues influence the alliance in combination with interpersonal interactions. Calls for establishing trust and trustworthiness often feature in alliance research, but they can be elusive for managers. Using a case study of the formation of a technological alliance in the robotics industry, we illustrate a model and propositions focused on partner search and alliance negotiation, linking previously proposed trustworthiness categories with the concepts of organizational justice. In particular, we suggest that procedural justice in alliance formation may be more important to alliance progression than perceptions of distributive justice.

Suggested Citation

  • Urs S. Daellenbach & Sally J. Davenport, 2004. "Establishing Trust during the Formation of Technology Alliances," The Journal of Technology Transfer, Springer, vol. 29(2), pages 187-202, April.
  • Handle: RePEc:kap:jtecht:v:29:y:2004:i:2:p:187-202

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    Cited by:

    1. Christiane Gebhardt, 2013. "The making of plasma medicine. Strategy driven clusters and the emerging roles of cluster management and government supervision," The Journal of Technology Transfer, Springer, vol. 38(4), pages 401-414, August.
    2. Anne Norheim-Hansen, 2015. "Are ‘Green Brides’ More Attractive? An Empirical Examination of How Prospective Partners’ Environmental Reputation Affects the Trust-Based Mechanism in Alliance Formation," Journal of Business Ethics, Springer, vol. 132(4), pages 813-830, December.
    3. da Silva, Luiz Eduardo & Karabag, Solmaz Filiz & Berggren, Christian, 2017. "Collaboration in international technology transfer: the role of knowledge boundaries and boundary objects," MPRA Paper 83094, University Library of Munich, Germany.
    4. repec:kap:jtecht:v:42:y:2017:i:4:d:10.1007_s10961-016-9491-6 is not listed on IDEAS
    5. Valentina Morandi, 2013. "The management of industry–university joint research projects: how do partners coordinate and control R&D activities?," The Journal of Technology Transfer, Springer, vol. 38(2), pages 69-92, April.
    6. Dietz, James S. & Bozeman, Barry, 2005. "Academic careers, patents, and productivity: industry experience as scientific and technical human capital," Research Policy, Elsevier, vol. 34(3), pages 349-367, April.

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