Managing Relational Bond: An Integrative Approach
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.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
When requesting a correction, please mention this item's handle: RePEc:ucp:jnlbus:v:78:y:2005:i:2:p:557-576. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Journals Division)
If references are entirely missing, you can add them using this form.