Managing Discrepancies between Formal and Psychological Sides of Alliance Contracting

Academy of Management Best Paper Proceedings, 2008

9 Pages Posted: 3 Feb 2016

Date Written: February 2, 2016

Abstract

This study explores the formal and the psychological sides of alliance contracting. In interpreting the findings of a multiple-case study and interviews with juridical experts, we first show potential discrepancies between these two sides of alliance contracting. Our analysis of both formal and psychological aspects of contracting then highlights the need to extend the notion of alignment as developed in Transaction Cost Economics. Next, we suggest which contracting capabilities can be developed to reduce the discrepancies between formal and psychological sides of alliance contracting. These results enable us to derive implications for research on contractual governance, contracting capabilities, and management of strategic alliances.

Suggested Citation

Lumineau, Fabrice and Frechet, Marc, Managing Discrepancies between Formal and Psychological Sides of Alliance Contracting (February 2, 2016). Academy of Management Best Paper Proceedings, 2008. Available at SSRN: https://ssrn.com/abstract=2726736

Fabrice Lumineau (Contact Author)

Purdue University ( email )

610 Purdue Mall
West Lafayette, IN 47906
United States

Marc Frechet

University of Toulouse ( email )

41 Allées Jules Guesde - CS 61321
TOULOUSE
France

Register to save articles to
your library

Register

Paper statistics

Downloads
18
Abstract Views
156
PlumX Metrics