The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.
Abstract
Exploring the factors that explain the choice of governance structures in interfirm alliances, this study challenges the use of a singular emphasis on transaction costs. Such an approach erroneously treats each transaction as independent and ignores the role of interfirm trust that emerges from repeated alliances between the same partners. Comprehensive multiindustry data on alliances made between 1970 and 1989 support the importance of such trust. Although support emerged for the transaction cost claim that alliances that encompass shared research and development are likely to be equity based, there is also strong evidence that repeated alliances between two partners are less likely than other alliances to be organized using equity.
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Cites
Coase, R. H. (1937) · Economica · doi:10.1111/j.1468-0335.1937.tb00002.x · Cited by 23,972
Comparative Economic Organization: The Analysis of Discrete Structural Alternatives
Williamson, O. E. (1991) · Administrative Science Quarterly · doi:10.2307/2393356 · Cited by 7,151
Lewis, J. D., & Weigert, A. (1985) · Social Forces · doi:10.2307/2578601 · Cited by 4,163
A transaction costs theory of equity joint ventures
Hennart, J. (1988) · Strategic Management Journal · doi:10.1002/smj.4250090406 · Cited by 1,843
Cited by
Not So Different After All: A Cross-Discipline View Of Trust
Rousseau, D. M., Sitkin, S. B., Burt, R. S., & Camerer, C. (1998) · Academy of Management Review · doi:10.5465/amr.1998.926617 · Cited by 10,274
Trust and TAM in Online Shopping: An Integrated Model1
Gefen, D., Karahanna, E., & Straub, D. W. (2003) · MIS Quarterly · doi:10.2307/30036519 · Cited by 8,635
Interorganizational Collaboration and the Locus of Innovation: Networks of Learning in Biotechnology
Powell, W. W., Koput, K. W., & Smith-Doerr, L. (1996) · Administrative Science Quarterly · doi:10.2307/2393988 · Cited by 8,499
Zaheer, A., McEvily, B., & Perrone, V. (1998) · Organization Science · doi:10.1287/orsc.9.2.141 · Cited by 4,179
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613
Metadata
- Authors
- Gulati, R.
- Venue
- Academy of Management Journal
- Publisher
- Academy of Management
- Published
- 1995-02-01
- Volume
- 38
- Issue
- 1
- Pages
- 85-112
- ISSN
- 0001-4273 (ISSN-L)
- 1948-0989
- OpenAlex
- W1966565904
- Cited by
- 4,991
- References
- 4
- FWCI
- 100.84
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES. https://app.cochat.ai/papers/10.2307/256729
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- Gulati, R. (1995). DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES. Academy of Management Journal. https://doi.org/10.2307/256729
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
