Online citations, reference lists, and bibliographies.

Relational Governance As An Interorganizational Strategy: An Empirical Test Of The Role Of Trust In Economic Exchange

A. Zaheer, N. Venkatraman
Published 1995 · Business

Cite This
Download PDF
Analyze on Scholarcy
Share
We develop a model of relational governance as a specific form of interorganizational strategy that is distinct from the traditional modes of markets and hierarchies. We conceptualize this form of strategy in terms of structural and processual dimensions and derive a model of its determinants through arguments drawn from transaction cost economics and the sociological exchange literature. Hierarchical regression modeling is employed to test the theoretical model on data collected from a sample of 329 independent insurance agencies. We include the relational variable of trust and demonstrate that the combined model explains relational governance better than a model with the traditional determinants of governance form alone. Further, we observe that governance structure and process are related and discuss implications of the dynamic link between them. Directions for extensions are developed for strategic management research and practice.



This paper is referenced by
10.1287/orsc.2014.0898
Divisive Faultlines and the Unplanned Dissolutions of Multipartner Alliances
Ralph A. Heidl (2014)
10.1080/14719037.2019.1632921
Relational public administration: a synthesis and heuristic classification of relational approaches
Koen Bartels (2019)
The impact op power and dependence in Buyer-Supplier Relationships on the use of electronic reverse auctions. En empirical study among public an private sector procurement professionals in the Netherlands
B. Nagel (2014)
10.1111/jbl.12236
What Makes Logistics Integration More Effective? Governance from Contractual and Relational Perspectives
Qianwen Wang (2020)
10.1016/J.ANNALS.2010.11.015
Cooperation among prominent actors in a tourist destination
P. Beritelli (2011)
10.1007/S11747-012-0310-9
The interplay of drivers and deterrents of opportunism in buyer–supplier relationships
Q. Wang (2013)
10.1177/030630700803400101
How Trust, Dependence and Priorties Influence the Stability of Alliances
X. Jiang (2008)
10.1108/14691930810845830
Embedded ties and the acquisition of competitive advantage
H. Huang (2008)
10.1108/03090560710773327
Trust and reliance in business relationships
S. Mouzas (2007)
The ex post use of formal contracts in high-tech alliances. A contingency perspective
G. D. Jong (2010)
THE DARK SIDE OF EMBEDDEDNESS : AN EXAMINATION OF THE INFLUENCE OF DIRECT AND INDIRECT
Ranjay Gulati (1999)
STRATEGY OF GOVERNANCE IN TRANSPORTATION POLICY IMPLEMENTATION: CASE STUDY OF BUS RAPID TRANSIT (BRT) PROGRAM IN MAKASSAR CITY
Negeri Makassar (2018)
10.4000/books.putc.7156
De la sous-traitance à la firme-réseau multinationale : une nouvelle division du travail pour de nouvelles frontières économiques
Virgile Chassagnon (2019)
10.1007/978-3-658-23818-6_8
Specific investments in the supply chain - a literature review on the state-of-the-art knowledge with an outlook on safeguarding mechanisms and avenues for future research
Julia Burkhardt (2019)
10.1504/IJTP.2010.031603
Motives, partner selection and establishing Trust Reciprocity and Interorganisational Commitment
Ossi Pesämaa (2010)
10.1016/J.IRLE.2010.03.001
Indefinite contract duration: Evidence from electronics subcontracting
Susana López-Bayón (2010)
10.22610/IMBR.V4I1.959
Explaining outsourcing performance in Uganda’s commercial banks
Benjamin Tukamuhabwa (2012)
The Role of Trust at the Inter-Personal and Inter-Organisational Levels in Business Relationships
Bahar Ashnai (2013)
Explaining Relationship between Co-operative Norms and Supplier Performance
Mubashar Munir Kaleem (2014)
10.1002/SMJ.2247
Managerial cognitive capabilities and the microfoundations of dynamic capabilities
Constance E. Helfat (2015)
10.1016/j.cie.2015.05.007
Generating a causal model of supply chain collaboration using the fuzzy DEMATEL technique
Don Jyh-Fu Jeng (2015)
10.1080/1046669X.2011.613319
Impact of Relationship Marketing Orientation on the Exercise of Interfirm Power and Relational Governance in Marketing Channels: Empirical Evidence From China
Guijun Zhuang (2011)
10.1007/978-3-531-94052-6_5
Vertrauen und Kontrolle in Organisationen
Peter Eberl (2012)
10.1504/IJPM.2012.045650
Analysing the effect of uncertain environmental factors on supplier-buyer strategic partnership (SBSP) by using structural equation model (SEM)
R. D. Raut (2012)
10.1002/SMJ.1965
Spillovers across organizational architectures: The role of prior resource allocation and communication in post‐acquisition coordination outcomes
Rajshree Agarwal (2012)
10.1109/PIMRC.2016.7794617
Hierarchical adaptive trust establishment solution for vehicular networks
Kerrache Chaker Abdelaziz (2016)
10.1504/IJTM.2013.056900
Value creation and capture mechanisms in innovation ecosystems: a comparative case study
P. Ritala (2013)
10.1109/HICSS.2009.786
Interorganizational Governance of Information Technology
Anne-Marie Croteau (2009)
10.1109/WICOM.2008.1486
An Empirical Examination of Access Flexibility Fit, Trust and Performance Between Supplier and Distributor
H. Song (2008)
10.1109/HICSS.2004.1265620
Assessing trust among IS personnel: a view of general trust, trust of management and inter-organizational trust
T. Roberts (2004)
10.1111/B.9780631218616.2006.X
The Blackwell handbook of strategic management
M. Hitt (2005)
10.1145/1089551.1089586
Critical factors affecting the firm to share knowledge with trading partners: a comparative exploratory case study
Weiling Ke (2005)
See more
Semantic Scholar Logo Some data provided by SemanticScholar