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Cited by 1,543

The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.

Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange

Zaheer, Akbar, Venkatraman, N.·1995·Strategic Management Journal
DOI 10.1002/smj.4250160504
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Abstract

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.

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Metadata

Authors
Zaheer, A., & Venkatraman, N.
Venue
Strategic Management Journal
Publisher
Wiley
Published
1995-01
Volume
16
Issue
5
Pages
373-392
ISSN
  • 0143-2095 (ISSN-L)
  • 1097-0266
DOI
10.1002/smj.4250160504
OpenAlex
W2124927217
Cited by
1,543
References
9
FWCI
25.43
Type
journal article
Language
en
Open access
closed

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