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Cited by 3,358

The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.

Between Trust and Control: Developing Confidence in Partner Cooperation in Alliances

Das, T. K., Teng, Bing-Sheng·1998·The Academy of Management Review
DOI 10.2307/259291
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Abstract

Strategic alliances have been recognized as arenas with potential for opportunistic behavior by partners. Hence, a firm needs to have an adequate level of confidence in its partner's cooperative behavior. In this article we examine the notion of confidence in partner cooperation in alliances and suggest that it comes from two distinct sources: trust and control. We make the argument that trust and control are parallel concepts and that their relationship is of a supplementary character in generating confidence. In addition, we suggest that control mechanisms have an impact on trust level and that the trust level moderates the effect of control mechanisms in determining the control level. Finally, we discuss various ways to build trust within strategic alliances and important alliance control mechanisms.

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Metadata

Authors
Das, T. K., & Teng, B.-S.
Venue
The Academy of Management Review
Publisher
Academy of Management
Published
1998-07
Volume
23
Issue
3
Pages
491
ISSN
0363-7425 (ISSN-L)
DOI
10.2307/259291
OpenAlex
W1995157711
Cited by
3,358
References
6
FWCI
127.77
Type
journal article
Language
en
Open access
closed

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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.