Roles Played by Relational Trust in Strategic Alliances
نویسندگان
چکیده
In this paper we develop the concept of relational quality as a proxy for relational trust. Exploration of data from 67 alliances confirms that relational quality is composed of three elements: initial conditions, partner interactions, and external events. We offer propositions on the relative importance these elements take depending on the different roles relational trust may play in strategic alliances: the role of a control mechanism, of a governance mechanism, or as an enabler of high risk initiatives. ROLES PLAYED BY RELATIONAL TRUST IN STRATEGIC ALLIANCES
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