Between trust and control: Developing confidence in partner cooperation in alliances

• 成果类型: Review
• 署名作者: Das, TK; Teng, BS
• 署名单位: City University of New York (CUNY) System; Baruch College (CUNY)
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/AMR.1998.926623
• 发表日期: 1998
• 页码: 491-512
• 关键词: International joint ventures; STRATEGIC ALLIANCE; INTERORGANIZATIONAL RELATIONSHIPS; ORGANIZATIONAL CONTROL; supplier relations; Bargaining power; management; BEHAVIOR; determinants; investments

摘要

Strategic alliances have been recognized as arenas with potential for opportunistic behavior by partners. Hence, a:firm needs to have an adequate level of confidence in its partner's cooperative behavior. In this article we examine the notion of confidence in partner cooperation in alliances and suggest that it comes from two distinct sources: trust and control. We make the argument that trust and control are parallel concepts and that their relationship is of a supplementary character in generating confidence. In addition. we suggest that control mechanisms have an impact on trust level and that the trust level moderates the effect of control mechanisms in determining the control level. Finally, we discuss various ways to build trust within strategic alliances and important alliance control mechanisms.