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Roles played by relational trust in strategic alliances

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  • Ariño, Africa

    (IESE Business School)

  • de la Torre, Jose

    (The Anderson School at UCLA)

  • Ring, Peter S.

    (Loyola Marymount University)

Abstract

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 of each of these elements 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

Suggested Citation

  • Ariño, Africa & de la Torre, Jose & Ring, Peter S., 2001. "Roles played by relational trust in strategic alliances," IESE Research Papers D/432, IESE Business School.
    • Handle: RePEc:ebg:iesewp:d-0432
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    File URL: http://www.iese.edu/research/pdfs/DI-0432-E.pdf
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    References listed on IDEAS

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    Keywords

    Management; Strategy;

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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