Relational quality and inter-personal trust in strategic alliances

Abstract

Management scholars have often used the concept of trust – an individual level phenomenon – at the inter‐organizational level of analysis. We offer an alternative construct to inter‐organizational trust: relational quality. We argue that relational quality is the dynamic outcome of several organizational processes that include initial conditions, negotiation and transaction processes that occur early in the relationship, partner interactions, and external events that characterize the latter stages of the relationship. We develop a series of propositions about the relative influence of these elements on relational quality, and offer additional propositions that, in the context of strategic alliances, differentiate the roles of relational quality at the organizational level from those of interpersonal trust between individuals.

The effects of trust‐ and leadership‐based practices in virtual alliance outcomes

“…Trust plays an important role in building successful alliances through the cooperation and collaboration necessary to create a competitive advantage (Meeting Professionals International, 2005). Investigating the infl uence of trust on performance through fl exibility, resource sharing, and management controls also addresses failures and successes based on alliances' effi ciency (Arino, de la Torre, & Ring, 2005;Bignoux, 2006;Kumar & Srinidhi, 2006).…”

Alianzas Entre Empresas Lucrativas Y Organizaciones Sin Fines De Lucro (Osfl): Estudios De Casos en Chile

“…Nuestro estudio constató que las relaciones de colaboración desarrolladas en estos casos, se basan fuertemente en factores culturalmente a anzados, principalmente en nexos interpersonales ya establecidos, centrados en la con anza (amistad o relación de parentesco), tal como ha sido indicado por la literatura internacional, siendo un factor reductor de incertidumbre (Arino et al, 2005;Pitsis et al, 2005;Wohlstetter et al, 2005). No obstante, el Estado ha comenzado a incentivar la formación de este tipo de alianzas a través de leyes como la de donaciones y los cambios de sensibilidad en la sociedad mundial hacen necesaria la obtención de licencia social, lo que incrementa el interés de las empresas lucrativas por aliarse con OSFL.…”

Innovation in services through learning in a joint venture

“…Nevertheless, trust is built and reinforced in different ways and the common ground of a shared knowledge is the starting point from which the JV can develop (Doz, 1996;Inkpen & Currall, 2004). Trust requires a series of satisfactory interactions, repeated over time (Gulati, 1995;Ariño et al, 2001Ariño et al, , 2005 so that the partners can see that the levels of equality and reciprocity are being maintained (Ring & Van de Ven, 1992). Trust influences the performance of the JV in different ways.…”