Toward An Integrative Perspective on Alliance Governance: Connecting Contract Design, Trust Dynamics, and Contract Application

Authors :: Maddy Janssens
Anoop Madhok
Dries Faems
Bart Van Looy
Management and Organization
Strategizing for Opportunities
Initiatives, networks and community building (SfO)
Research programme I&O
Source :: Faems, D, Janssens, M, Madhok, A & van Looy, B 2008, ' Toward an integrative perspective on alliance governance connecting contract design, trust dynamics, and contract application ', Academy of Management Journal, vol. 51, no. 6, pp. 1053-1078 . https://doi.org/10.5465/amj.2008.35732527, Academy of Management Journal, 51(6), 1053-1078. Academy of Management, Academy of Management Journal, 51(6), 1053-1078. ACAD MANAGEMENT
Publication Year :: 2008
Publisher :: Academy of Management, 2008.
Abstract: 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.

Full Text Access

Tools