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IESE Research Papers,
IESE Business School

No D/432: Roles played by relational trust in strategic alliances

Africa Ariño (), Jose de la Torre and Peter S. Ring
Additional contact information
Africa Ariño: IESE Business School, Postal: IESE Business School. Research Division, Av Pearson 21, 08034 Barcelona, SPAIN
Jose de la Torre: The Anderson School at UCLA
Peter S. Ring: 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

Keywords: Management; Strategy

JEL-codes: M10

21 pages, March 1, 2001

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