TY - JOUR
T1 - Toward an integrative perspective on alliance governance
T2 - Connecting contract design, contract application and trust dynamics
AU - Faems, Dries
AU - Janssens, Maddy
AU - Madhok, Anoop
AU - Van Looy, Bart
PY - 2008
Y1 - 2008
N2 - 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.
AB - 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.
U2 - 10.5465/amj.2008.35732527
DO - 10.5465/amj.2008.35732527
M3 - Article
SN - 0001-4273
VL - 51
SP - 1053
EP - 1078
JO - Academy of Management journal
JF - Academy of Management journal
IS - 6
ER -