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

• 成果类型: Article
• 署名作者: Faems, Dries; Janssens, Maddy; Madhok, Anoop; Van Looy, Bart
• 署名单位: University of Twente; KU Leuven; Vrije Universiteit Amsterdam; York University - Canada; KU Leuven
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/AMJ.2008.35732527
• 发表日期: 2008
• 页码: 1053-1078
• 关键词: TRANSACTION COST; INTERORGANIZATIONAL RELATIONSHIPS; STRATEGIC ALLIANCES; joint ventures; RELATIONAL GOVERNANCE; FORMAL CONTRACTS; social-structure; COOPERATION; EVOLUTION; collaboration

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.