Enhancing alliance performance: The effects of contractual-based versus relational-based governance

Lee, Yikuan; Çavuşgil, S. Tamer

doi:10.1016/j.jbusres.2006.03.003

Cited by 288 publications

(234 citation statements)

References 38 publications

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“…Gaur et al (2011) have used a similar conceptualization of trust between a focal firm and its business partners. Trust produces organizationally valued outcomes, such as reduced transaction costs and enhanced organizational performance (Adobor, 2005;Lee and Cavusgil, 2006;Luo, 2008).…”

Section: Trust and Alliance Formationmentioning

confidence: 99%

“…In terms of enhanced exchange value, trust mobilizes parties to share more knowledge and pursue relational governance mechanisms that substitute for costly contracts (Lee and Cavusgil, 2006;McEvily et al, 2003). With external uncertainty, trust motivates actors to collaborate fully and integrate activities in a way that effectively coordinates the task and resource interdependencies associated with an economic exchange relationship.…”

Section: Moderating Effect Of Trust On Environmental Uncertainty-allimentioning

confidence: 99%

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External and internal influences on R&D alliance formation: Evidence from German SMEs

Mukherjee

Gaur

et al. 2013

Journal of Business Research

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Relying on relational capital theory and transaction cost economics (TCE), this study identifies factors that impede or promote alliance formation in small to medium-sized enterprises (SMEs). Environmental uncertainty and knowledge intensity impede firms' R&D alliance formation; the focal firm's overall trust in partners enhances alliance formation. Trust interacts positively with environmental uncertainty and knowledge intensity to affect alliance formation in SMEs. The findings reflect data from a longitudinal sample of 854 German SMEs, captured over eight years from 1999 to 2007.

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Section: Trust and Alliance Formationmentioning

confidence: 99%

Section: Moderating Effect Of Trust On Environmental Uncertainty-allimentioning

confidence: 99%

External and internal influences on R&D alliance formation: Evidence from German SMEs

Mukherjee

Gaur

et al. 2013

Journal of Business Research

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“…In projects, the contract control contains schedule control, quality control, cost control, etc. Therefore, firms generally prefer arm'slength contractual agreements to protect themselves from risks [32].…”

Section: Contractual Control Mechanismmentioning

confidence: 99%

The Effects of Trust and Contractual Mechanism on Working Relationships—An Empirical Study in Engineering Construction Projects

Guo

Lu²,

Song³

2013

AJIBM

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Inefficiency is usually one of the perceived ills within the construction projects and relationships among participants needing improvement. With the rising trend of partnerships in engineering construction projects, trust as an essential element in partnerships has become of increasing concern too. A growing stream of study has discussed the importance of trust in promoting interpersonal relationships among project participants. And formal contract has been closely watched which can mitigate exchange hazards. However, the relation between trust and contract is controversial. Based on cross-sectional survey data, regression analysis was used to test the impact of trust on satisfaction with working relationships and project performance in engineering construction projects in China. Likewise, the moderating effect of contractual mechanism on the relationship between trust and working relationships is explored. The results show that working relationships are positively associated with trust and satisfying working relationships have significant impact on project performance. The empirical findings also support the moderating effect of contractual mechanism. The conclusions enrich the research of working relationship, and provide some practical implications for enterprises.

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“…Contract writing (Beinecke and DeFillippi 1999;Lee and Cavusgil 2006;Macneil 1978;Poppo and Zenger 2002) • Detailed specification of benefits, burdens, rules, and rights; • Monitoring for compliance; • Reliance on legal remedies;Sharp in/sharp out.…”

Section: Literature On Governance: Dichotomous or Mixed?mentioning

confidence: 99%

What Determines the Formal Versus Relational Nature of Local Government Contracting?

Lamothe

2012

Urban Affairs Review

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In this article, we examine the governance structures used to manage local service delivery contracts with an eye toward two specific concerns. First, we contend that public managers likely use dual regimes in which contract writing is more formal in nature than is the management style adopted during contract implementation. We also explore the determinants of such mechanisms. We find some evidence to support our contention in that managers frequently contact and communicate with their vendors despite the presence of clearly and formally written contracts. We further find that the formal versus relational nature of written contract features is influenced by different factors (service characteristics, market conditions, vendor ownership) than is management style (reputation, management capacity, expectations of continuing relationships).

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Enhancing alliance performance: The effects of contractual-based versus relational-based governance

Cited by 288 publications

References 38 publications

External and internal influences on R&D alliance formation: Evidence from German SMEs

External and internal influences on R&D alliance formation: Evidence from German SMEs

The Effects of Trust and Contractual Mechanism on Working Relationships—An Empirical Study in Engineering Construction Projects

What Determines the Formal Versus Relational Nature of Local Government Contracting?

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