Between Trust and Control : Developing Confidence in Partner Cooperation in Alliances  

Oleh:

Das, T. K. ; Bing-Sheng, Teng

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: The Academy of Management Review vol. 23 no. 3 (Jul. 1998), page 491-512.
Topik: ALLIANCE; trust; control; confidence; partner cooperation; alliances
Fulltext: AA11_23_03_Bing-Sheng Teng.pdf (535.04KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: AA11.2 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Strategic alliances have been recognized as arenas with potential for opportunistic behaviour by partners. Hence, a firm needs to have an adequate level of confidence in its partner's cooperative behaviour. 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.

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