SOURCES OF ALLIANCE PARTNER TRUSTWORTHINESS: INTEGRATING CALCULATIVE AND RELATIONAL PERSPECTIVES

TitleSOURCES OF ALLIANCE PARTNER TRUSTWORTHINESS: INTEGRATING CALCULATIVE AND RELATIONAL PERSPECTIVES
Publication TypeJournal Article
Year of Publication2015
AuthorsSchilke O, Cook KS
JournalStrategic Management Journal
Volume36
Issue2
Pagination276-297
Date PublishedFeb
ISBN Number0143-2095
Accession NumberWOS:000347777900007
Abstract

Research on the sources of organizational trustworthiness remains bifurcated. Some scholars have adopted a calculative perspective, stressing the primacy of actors' rational calculations, while others have approached trustworthiness from a relational perspective, focusing on its social underpinnings. We help to reconcile these seemingly disparate views by adopting an integrative approach that allows us to clarify the boundaries of both perspectives. Based on dyadic survey data from 171 strategic alliances, we find that the calculative perspective (represented by contractual safeguards) has higher predictive power when the partner lacks a favorable reputation. In contrast, the relational perspective (represented by organizational culture) predicts trustworthiness more strongly when familiarity with the partner organization is high. Copyright (c) 2013 John Wiley & Sons, Ltd.

DOI10.1002/smj.2208