TOWARD AN INTEGRATIVE PERSPECTIVE ON ALLIANCE GOVERNANCE: CONNECTING CONTRACT DESIGN, TRUST DYNAMICS, AND CONTRACT APPLICATION

被引：99

作者：

Faems, Dries ^{[1
,2
]}

Janssens, Maddy ^{[2
]}

Madhok, Anoop ^{[3
,4
]}

Van Looy, Bart ^{[5
]}

机构：

[1] Univ Twente, Dept Operat Org & Human Resources, Fac Management & Governance, Enschede, Netherlands

[2] Katholieke Univ Leuven, Res Ctr Org Studies, Fac Business & Econ, Louvain, Belgium

[3] Vrije Univ Amsterdam, Ctr Comparat Social Studies, Amsterdam, Netherlands

[4] York Univ, Schulich Sch Business, N York, ON M3J 1P3, Canada

[5] Katholieke Univ Leuven, Dept Managerial Econ Strategy & Innovat, Fac Business & Econ, Louvain, Belgium

来源：

ACADEMY OF MANAGEMENT JOURNAL | 2008年 / 51卷 / 06期

关键词：

D O I：

10.5465/AMJ.2008.35732527

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

On the basis of a case study of two sequential alliances between the same firms, we develop a more integrative perspective on alliance governance, providing insights into the interactions between structural and relational aspects, both within and between transactions. In particular, we disentangle (1) how contracts with a similar degree but different nature of formalization (narrow versus broad) trigger different kinds of trust dynamics (negative versus positive) at both operational and managerial levels, (2) how trust dynamics and contract application (rigid versus flexible) coevolve over time, and (3) how relational dynamics in previous transactions influence the design of contracts in subsequent transactions.

引用

页码：1053 / 1078

页数：26

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