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Managing Relational Bond: An Integrative Approach


  • Peter Hwang

    (National University of Singapore)


Managing 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.

Suggested Citation

  • Peter Hwang, 2005. "Managing Relational Bond: An Integrative Approach," The Journal of Business, University of Chicago Press, vol. 78(2), pages 557-576, March.
  • Handle: RePEc:ucp:jnlbus:v:78:y:2005:i:2:p:557-576

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