Sources of Alliance Partner Trustworthiness: Integrating Calculative and Relational Perspectives

Strategic Management Journal, 36 (2), 276-297, 2015

41 Pages Posted: 14 Nov 2017

See all articles by Oliver Schilke

Oliver Schilke

University of Arizona

Karen S. Cook

Stanford University - Department of Sociology

Date Written: November 11, 2015

Abstract

Research on the sources of organizational trustworthiness remains bifurcated. Some scholars have adopted a calculative perspective, stressing the primacy of actors’ rational calculations, while others have approached trustworthiness from a relational perspective, focusing on its social underpinnings. We help to reconcile these seemingly disparate views by adopting an integrative approach that allows us to clarify the boundaries of both perspectives. Based on dyadic survey data from 171 strategic alliances, we find that the calculative perspective (represented by contractual safeguards) has higher predictive power when the partner lacks a favorable reputation. In contrast, the relational perspective (represented by organizational culture) predicts trustworthiness more strongly when familiarity with the partner organization is high.

Keywords: trust, contracts, organizational culture, interorganizational relationships, alliances

Suggested Citation

Schilke, Oliver and Cook, Karen S., Sources of Alliance Partner Trustworthiness: Integrating Calculative and Relational Perspectives (November 11, 2015). Strategic Management Journal, 36 (2), 276-297, 2015, Available at SSRN: https://ssrn.com/abstract=3069612

Oliver Schilke (Contact Author)

University of Arizona ( email )

1130 E. Helen St.
McClelland Hall
Tucson, AZ 85721
United States

Karen S. Cook

Stanford University - Department of Sociology ( email )

Stanford, CA 94305
United States

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