Revisiting the interplay between contractual and relational governance: A qualitative and meta-analytic investigation
Zhi Cao,
Fabrice Lumineau,
Zhi Cao
Wisconsin School of Business, University of Wisconsin-Madison, 5266 Grainger Hall, 975 University Avenue, Madison, WI 53706, USA
Search for more papers by this authorFabrice Lumineau
Krannert School of Management, Purdue University, West Lafayette, IN 47907-2056, USA
Search for more papers by this author
Zhi Cao,
Fabrice Lumineau,
Zhi Cao
Wisconsin School of Business, University of Wisconsin-Madison, 5266 Grainger Hall, 975 University Avenue, Madison, WI 53706, USA
Search for more papers by this authorFabrice Lumineau
Krannert School of Management, Purdue University, West Lafayette, IN 47907-2056, USA
Search for more papers by this author
Corresponding author. Tel.: +1 7654940735.
Abstract
Although extant literature has shown that formal contracts and relational governance play a key role in interorganizational relationships, the nature of their interplay still remains equivocal. To better understand the relationships between contractual and relational governance, we conducted a qualitative review and meta-analysis of the existing literature. Meta-analytic results from 33,051 interorganizational relationships across 149 empirical studies have indicated that contractual governance is positively related to both sides of relational governance—trust and relational norms. Our results have also indicated that contracts, trust, and relational norms jointly improve satisfaction and relationship performance and jointly reduce opportunism. These findings provide strong evidence for the complementarity arguments of the contractual–relational governance relationships and their joint impacts on performance. We also found that the mutual relationships between contractual and relational governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts. Overall, this study provides new insights on when contractual and relational governance complement or substitute each other. We discuss the implications of our study for theory and practice and propose a research agenda for future research on governance in interorganizational relationships.
References22
- M. *Abdi, P.S. Aulakh. Do country-level institutional frameworks and interfirm governance arrangements substitute or complement in international business relationships. J. Int. Bus. Stud. 2012; 43(5): 477–497.
- S. Albers, F. Wohlgezogen, E.J. Zajac. Strategic alliance structures: an organization design perspective. J. Manage.201410.1177/0149206313488209(forthcoming)
10.1177/0149206313488209 Google Scholar
- R.S. Achrol, G.T. Gundlach. Legal and social safeguards against opportunism in exchange. J. Retail. 1999; 75(1): 107–124.
10.1016/S0022-4359(99)80006-2 Google Scholar
- H. Aguinis, R.K. Gottfredson, T.A. Wright. Best-practice recommendations for estimating interaction effects using meta-analysis. J. Org. Behav. 2011; 32: 1033–1043.
- A. *Ahimbisibwe, M. Muhwezi, S. Nangoli. Outsourced contracts, buyer–supplier trust, supplier opportunistic behavior and supplier performance in Ugandan public procuring and disposing entities (PDEs). J. Pub. Procure. 2012; 12(4): 435–470.
10.1108/JOPP-12-04-2012-B001 Google Scholar
- D.F. Alwin, R.M. Hauser. The decomposition of effects in path analysis. Am. Sociol. Rev. 1975; 40: 37–47.
- K.D. Antia, G.L. Frazier. The severity of contract enforcement in interfirm channel relationships. J. Marketing. 2001; 65(4): 67–81.
10.1509/jmkg.65.4.67.18385 Google Scholar
- N. Argyres, K.J. Mayer. Contract design as a firm capability: an integration of learning and transaction cost perspectives. Acad. Manage. Rev. 2007; 32(4): 1060–1077.
10.5465/amr.2007.26585739 Google Scholar
- N. *Arranz, J.C.F. de Arroyabe. Effect of formal contracts, relational norms and trust on performance of joint research and development projects. Br. J. Manage. 2012; 23(4): 575–588.
10.1111/j.1467-8551.2011.00791.x Google Scholar
- P. Balkundi, D.A. Harrison. Ties, leaders, and time in teams: strong inference about network structure's effects on team viability and performance. Acad. Manage. J. 2006; 49: 49–68.
- B. Barber. The Logic and Limits of Trust. New Brunswick, NJ: Rutgers University Press. 1983.
- J.B. Barney, M.H. Hansen. Trustworthiness as a source of competitive advantage. Strat. Manage. J. 1994; 15(S1): 175–190.
10.1002/smj.4250150912 Google Scholar
- M. Bastl, M. Johnson, H. Lightfoot, S. Evans. Buyer–supplier relationships in a servitized environment: an examination with Cannon and Perreault's framework. International Journal of Operations & Production Management. 2012; 32: 650–675.
- J. Baum, T. Calabrese, B. Silverman. Don’t go it alone: alliance network composition and startups’ performance in Canadian biotechnology. Strat. Manage. J. 2000; 21(3): 267–294.
- G. Bascle. Controlling for endogeneity with instrumental variables in strategic management research. Strat. Organ. 2008; 6: 285–327.
- A. Ben-Ner, L. Putterman. Trust, communication and contracts: an experiment. J. Econ. Behav. Org. 2009; 70(1-2): 106–121.
- C. Bianchi, A. Saleh. On importer trust and commitment: a comparative study of two developing countries. Int. Marketing Rev. 2010; 27: 55–86.
10.1108/02651331011020401 Google Scholar
- C.C. *Bianchi, M.A. Saleh. Antecedents of importer relationship performance in Latin America. J. Bus. Res. 2011; 64: 258–265.
10.1016/j.jbusres.2009.11.010 Google Scholar
- P.M. Blau. Exchange and Power in Social Life. NY: John Wiley & Sons. 1964.
- K. Blomqvist, P. Hurmelinna, R. Seppänen. Playing the collaboration game right-balancing trust and contracting. Technovation. 2005; 25: 497–504.
- M. Borenstein, L.V. Hedges, J.P. Higgins, H.R. Rothstein. Introduction to Meta-analysis. NJ: John Wiley & Sons. 2011.
- J. *Boulay. The role of contract, information systems and norms in the governance of franchise systems. Int. J. Retail Distrib. Manage. 2010; 38(9): 662–676.
- J.L. Bradach. Using the plural form in the management of restaurant chains. Adm. Sci. Q. 1997; 42(2): 276–303.
10.2307/2393921 Google Scholar
- G.D. Bruton, D. Ahlstrom. An institutional view of China's venture capital industry: explaining the differences between China and the West. J. Bus. Ventur. 2003; 18(2): 233–259.
- M. *Burkert, B.S. Ivens, J. Shan. Governance mechanisms in domestic and international buyer–supplier relationships: an empirical study. Ind. Marketing Manage. 2012; 41(3): 544–556.
10.1016/j.indmarman.2011.06.019 Google Scholar
- U. *Burki, A. Buvik. Relational governance, specific assets and business culture: evidence from Pakistan. 2013http://www.wbiconpro.com/517B-Umar.pdf
- S. *Cai, Z. Yang. Development of cooperative norms in the buyer–supplier relationship: the Chinese experience. J. Supply Chain Manage. 2008; 44(1): 55–70.
- C. Campbell-Hunt. What have we learned about generic competitive strategy? A meta-analysis. Strat. Manage. J. 2000; 21(2): 127–154.
10.1002/(SICI)1097-0266(200002)21:2<127::AID-SMJ75>3.0.CO;2-1 Google Scholar
- M.C.J. Caniëls, C.J. Gelderman, N.P. Vermeulen. The interplay of governance mechanisms in complex procurement projects. J. Purch. Supply Manage. 2012; 18(2): 113–121.
10.1016/j.pursup.2012.04.007 Google Scholar
- J.P. Cannon, R.S. Achrol, G.T. Gundlach. Contracts, norms, and plural form governance. J. Acad. Marketing Sci. 2000; 28(2): 180–194.
10.1177/0092070300282001 Google Scholar
- J. Cannon, W. PerreaultJr.. Buyer–seller relationships in business markets. J. Marketing Res. 1999; 36(4): 439–460.
- L. Cao, K. Mohan, B. Ramesh, S. Sarkar. Evolution of governance: achieving ambidexterity in IT outsourcing. JMIS. 2013; 30: 115–140.
- S. *Carey, B. Lawson, D.R. Krause. Social capital configuration, legal bonds and performance in buyer–supplier relationships. J. Oper. Manage. 2011; 29(4): 277–288.
- M. Carney, E.R. Gedajlovic, P.P. Heugens, M. Van Essen, J.H. Van Oosterhout. Business group affiliation, performance, context, and strategy: a meta-analysis. Acad. Manage. J. 2011; 54(3): 437–460.
10.5465/amj.2011.61967812 Google Scholar
- M. Carney, M. Van Essen, E.R. Gedajlovic, P.P. Heugens. What do we know about private family firms? A meta-analytical review. Entrepreneur. Theo. Pract.201310.1111/etap.12054(forthcoming)
10.1111/etap.12054 Google Scholar
- S.J. *Carson, A. Madhok, T. Wu. Uncertainty, opportunism, and governance: the effects of volatility and ambiguity on formal and relational contracting. Acad. Manage. J. 2006; 49(5): 1058–1077.
10.5465/amj.2006.22798187 Google Scholar
- S.T. *Cavusgil, S. Deligonul, C. Zhang. Curbing foreign distributor opportunism: an examination of trust, contracts, and the legal environment in international channel relationships. J. Int. Marketing. 2004; 12(2): 7–27.
10.1509/jimk.12.2.7.32902 Google Scholar
- C.-H. Chang, C.C. Rosen, P.E. Levy. The relationship between perceptions of organizational politics and employee attitudes, strain, and behavior: a meta-analytic examination. Acad. Manage. J. 2009; 52(4): 779–801.
10.5465/amj.2009.43670894 Google Scholar
- J. *Charterina, J. Landeta. The pool effect of dyad-based capabilities on seller firms’ innovativeness. Eur. J. Innovat. Manage. 2010; 13(2): 172–196.
10.1108/14601061011040249 Google Scholar
- J.A. Chatman, F.J. Flynn. The influence of demographic heterogeneity on the emergence and consequences of cooperative norms in work teams. Acad. Manage. J. 2001; 44: 956–974.
- C. *Chen, X. Zhu, J. Ao, L. Cai. Governance mechanisms and new venture performance in China. Syst. Res. Behav. Sci. 2013; 30(3): 383–397.
- D.Q. *Chen, D.S. Preston, W. Xia. Enhancing hospital supply chain performance: a relational view and empirical test. J. Oper. Manage. 2013; 31: 391–408.
10.1016/j.jom.2013.07.012 Google Scholar
- J. Chen, F. Damanpour, R.R. Reilly. Understanding antecedents of new product development speed: a meta-analysis. J. Oper. Manage. 2010; 28(1): 17–33.
- M.W.L. Cheung, W. Chan. Meta-analytic structural equation modeling: a two-stage approach. Psychol. Methods. 2005; 10(1): 40–64.
10.1037/1082-989X.10.1.40 Google Scholar
- J. Child, G. Möllering. Contextual confidence and active trust development in the Chinese business environment. Org. Sci. 2003; 14: 69–80.
- A. Cohen. Antecedents of organizational commitment across occupational groups: a meta-analysis. J. Org. Behav. 1992; 13(6): 539–558.
10.1002/job.4030130602 Google Scholar
- J.G. Combs, D.J. KetchenJr., T.R. Crook, P.L. Roth. Assessing cumulative evidence within ‘macro’research: why meta-analysis should be preferred over vote counting. J. Manage. Stud. 2011; 48(1): 178–197.
10.1111/j.1467-6486.2009.00899.x Google Scholar
- T.R. Crook, D.J. Ketchen, J.G. Combs, S.Y. Todd. Strategic resources and performance: a meta-analysis. Strat. Manage. J. 2008; 29(11): 1141–1154.
10.1002/smj.703 Google Scholar
- R. Cropanzano, M.S. Mitchell. Social exchange theory: an interdisciplinary review. J. Manage. 2005; 31: 874–900.
- C.C. Cruz, L.R. Gómez-Mejia, M. Becerra. Perceptions of benevolence and the design of agency contracts: CEO-TMT relationships in family firms. Acad. Manage. J. 2010; 53: 69–89.
- D.R. Dalton, C.M. Daily, S.T. Certo, R. Roengpitya. Meta-analyses of financial performance and equity: fusion or confusion?. Acad. Manage. J. 2003; 46: 13–26.
- T.K. Das, B.S. Teng. Between trust and control: developing confidence in partner cooperation in alliances. Acad. Manage. Rev. 1998; 23(3): 491–512.
- L.E. Davis, D.C. North. Institutional Change and American Economic Growth. Cambridge, England: Cambridge University Press. 1971.
10.1017/CBO9780511561078 Google Scholar
- S. Deakin, F. Wilkinson. Contract law and the economics of interorganisational trust. In C. Lane, R. Bachmann, eds.. Trust Within and Between Organizations: Conceptual Issues and Applications. Oxford: Oxford University Press. 1998, 146–172.
- E. Delbufalo. Outcomes of inter-organizational trust in supply chain relationships: a systematic literature review and a meta-analysis of the empirical evidence. Supply Chain Manage.: Int. J. 2012; 17(4): 377–402.
10.1108/13598541211246549 Google Scholar
- A.-P. De Man, N. Roijakkers. Alliance governance: balancing control and trust in dealing with risk. Long Range Plann. 2009; 42: 75–95.
- G. *De Jong, R.K. Woolthuis. The institutional arrangements of innovation: antecedents and performance effects of trust in high-tech alliances. Ind. Innovat. 2008; 15(1): 45–67.
10.1080/13662710701858520 Google Scholar
- H.C. Dekker. Control of inter-organizational relationships: evidence on appropriation concerns and coordination requirements. Acc. Org. Soc. 2004; 29: 27–49.
- M. *de Reuver, H. Bouwman. Governance mechanisms for mobile service innovation in value networks. J. Bus. Res. 2012; 65(3): 347–354.
10.1016/j.jbusres.2011.04.016 Google Scholar
- P.M. Doney, J.P. Cannon. An examination of the nature of trust in buyer–seller relationships. J. Marketing. 1997; 61(2): 35–51.
- M. Duan. The role of formal contracts with weak legal enforcement: a study in the Chinese context. Strat. Organ. 2012; 10(2): 158–186.
10.1177/1476127012444918 Google Scholar
- S. Duval, R. Tweedie. A nonparametric trim and fill method of accounting for publication bias in meta-analysis. J. Am. Stat. Assoc. 2000; 95(449): 89–98.
- J.H. Dyer. Effective interim collaboration: how firms minimize transaction costs and maximize transaction value. Strat. Manage. J. 1997; 18(7): 535–556.
- J. Dyer, H. Singh. The relational view: cooperative strategy and sources of interorganizational competitive advantage. Acad. Manage. Rev. 1998; 23(4): 660–679.
- M. Ebers, L. Oerlemans. The variety of governance structures beyond market and hierarchy. J. Manage.201410.1177/0149206313506938(forthcoming)
10.1177/0149206313506938 Google Scholar
- E. Ennen, A. Richter. The whole is more than the sum of its parts-or is it? A review of the empirical literature on complementarities in organizations. J. Manage. 2010; 36: 207–233.
- D. Faems, M. Janssens, A. Madhok, B. Van Looy. Toward an integrative perspective on alliance governance: connecting contract design, trust dynamics, and contract application. Acad. Manage. J. 2008; 51: 1053–1078.
- E. *Fang, R.W. Palmatier, L.K. Scheer, N. Li. Trust at different organizational levels. J. Marketing. 2008; 72: 80–98.
10.1509/jmkg.72.2.80 Google Scholar
- R.J. *Ferguson, M. Paulin, J. Bergeron. Contractual governance, relational governance, and the performance of interfirm service exchanges: the influence of boundary-spanner closeness. J. Acad. Marketing Sci. 2005; 33(2): 217–234.
10.1177/0092070304270729 Google Scholar
- R. Frankel, J.S. Whipple, D.J. Frayer. Formal versus informal contracts: achieving alliance success. Int. J. Phys. Distrib. Logist. Manage. 1996; 26: 47–63.
10.1108/09600039610114992 Google Scholar
- G.E. *Fryxell, R.S. Dooley, M. Vryza. After the ink dries: the interaction of trust and control in US-based international joint ventures. J. Manage. Studies. 2002; 39(6): 865–886.
10.1111/1467-6486.00315 Google Scholar
- E.F. *Gençtürk, P.S. Aulakh. Norms-and control-based governance of international manufacturer-distributor relational exchanges. J. Int. Marketing. 2007; 15(1): 92–126.
10.1509/jimk.15.1.092 Google Scholar
- I. Geyskens, R. Krishnan, J.B.E.M. Steenkamp, P.V. Cunha. A review and evaluation of meta-analysis practices in management research. J. Manage. 2009; 35(2): 393–419.
- I. Geyskens, J.B.E.M. Steenkamp, N. Kumar. Make, buy, or ally: a transaction cost theory meta-analysis. Acad. Manage. J. 2006; 49(3): 519–543.
10.5465/amj.2006.21794670 Google Scholar
- S. Ghoshal, P. Moran. Bad for practice: a critique of the transaction cost theory. Acad. Manage. Rev. 1996; 21: 13–47.
- R.J. Gilson, C.F. Sabel, R.E. Scott. Braiding: the interaction of formal and informal contracting in theory, practice, and doctrine. Columbia Law Rev. 2010; 110(6): 1377–1447.
- K. Goffin, F. Lemke, M. Szwejczewski. An exploratory study of ‘close’ supplier–manufacturer relationships. J. Oper. Manage. 2006; 24: 189–209.
- L.R. Gomez-Mejia, M. Nunez-Nickel, I. Gutierrez. The role of family ties in agency contracts. Acad. Manage. J. 2001; 44: 81–95.
- J. *Goo, R. Kishore, H. Rao, K. Nam. The role of service level agreements in relational management of information technology outsourcing: an empirical study. MIS Quart. 2009; 33(1): 119–145.
- A. *Gopal, B.R. Koka. The asymmetric benefits of relational flexibility: evidence from software development outsourcing. MIS Quart. 2012; 36: 553–576.
10.2307/41703467 Google Scholar
- A. Greif. Contract enforceability and economic institutions in early trade: the Maghribi traders’ coalition. Am. Econ. Rev. 1993; 83(3): 525–548.
- R. Grewal, R. Dharwadkar. The role of the institutional environment in marketing channels. J. Marketing. 2002; 66(3): 82–97.
- D. *Griffith, M. Myers. The performance implications of strategic fit of relational norm governance strategies in global supply chain relationships. J. Int. Bus. Stud. 2005; 36(3): 254–269.
10.1057/palgrave.jibs.8400131 Google Scholar
- R. Gulati. Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances. Acad. Manage. J. 1995; 38(1): 85–112.
- R. *Gulati, J.A. Nickerson. Interorganizational trust, governance choice, and exchange performance. Org. Sci. 2008; 19: 688–708.
10.1287/orsc.1070.0345 Google Scholar
- G.T. Gundlach, R.S. Achrol, J.T. Mentzer. The structure of commitment in exchange. J. Marketing. 1995; 59(1): 78–92.
- J. Hagedoorn, G. Hesen. Contract law and the governance of inter-firm technology partnerships – an analysis of different modes of partnering and their contractual implications. J. Manage. Studies. 2007; 44: 342–366.
- B.H. Hamilton, J.A. Nickerson. Correcting for endogeneity in strategic management research. Strat. Organ. 2003; 1: 51–78.
10.1177/1476127003001001218 Google Scholar
- J. *Han, J.H. Trienekens, S.W.F. Omta. Relationship and quality management in the Chinese pork supply chain. Int. J. Prod. Econ. 2011; 134(2): 312–321.
- R.B. *Handfield, C. Bechtel. The role of trust and relationship structure in improving supply chain responsiveness. Ind. Marketing Manage. 2002; 31(4): 367–382.
10.1016/S0019-8501(01)00169-9 Google Scholar
- S.M. Handley, C.M. Angst. The impact of culture on the relationship between governance and opportunism in outsourcing relationships. Strat. Manage. J.201410.1002/smj.2300(forthcoming)
10.1002/smj.2300 Google Scholar
- O.D. Hart. Incomplete contracts and the theory of the firm. J. Law Econ. Org. 1988; 4: 119–139.
- J.B. Heide. Plural governance in industrial purchasing. J. Marketing. 2003; 67(4): 18–29.
10.1509/mkg.67.4.18.18689 Google Scholar
- G. *Hendrikse, J. Windsperger. Determinants of contractual completeness in franchising. In M. Tuunanen, J. Windsperger, G. Cliquet, G. Hendrikse, eds.. New Developments in the Theory of Networks: Franchising, Alliance and Cooperatives. Heidelberg: Springer Verlag. 2011, 13–30.
10.1007/978-3-7908-2615-9_2 Google Scholar
- J.B. Heide, G. John. Do norms matter in marketing relationships?. J. Marketing. 1992; 56(2): 32–44.
- P.P. Heugens, M.W. Lander. Structure! Agency! (and other quarrels): a meta-analysis of institutional theories of organization. Acad. Manage. J. 2009; 52(1): 61–85.
10.5465/amj.2009.36461835 Google Scholar
- D. *Hofenk, R. Schipper, J. Semeijn, C. Gelderman. The influence of contractual and relational factors on the effectiveness of third party logistics relationships. J. Purch. Supply Manage. 2011; 17(3): 167–175.
10.1016/j.pursup.2011.04.003 Google Scholar
- G. Hofstede. Culture's Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations. Thousand Oaks: Sage Publications. 2001.
- C. *Homburg, J.P. Cannon, H. Krohmer, I. Kiedaisch. Governance of international business relationships: a cross-cultural study on alternative governance modes. J. Int. Marketing. 2009; 17(3): 1–20.
10.1509/jimk.17.3.1 Google Scholar
- L. Hu, P. Bentler. Cutoff criteria for fit indexes in covariance structure analysis: conventional criteria versus new alternatives. Struct. Eq. Model.: Multidiscip. J. 1999; 6(1): 1–55.
- M.-C. *Huang, H.-L. Cheng, C.-Y. Tseng. Reexamining the direct and interactive effects of governance mechanisms upon buyer–supplier cooperative performance. Ind. Marketing Manage. 2014; 43: 704–716.
10.1016/j.indmarman.2014.02.001 Google Scholar
- T.L. Huber, T.A. Fischer, J. Dibbern, R. Hirschheim. A process model of complementarity and substitution of contractual and relational governance in IS outsourcing. JMIS. 2013; 30: 81–114.
- A.I. Huffcutt, W. Arthur. Development of a new outlier statistic for meta-analytic data. J. Appl. Psychol. 1995; 80(2): 327–334.
- J.E. Hunter, F.L. Schmidt. Methods of Meta-analysis: Correcting Error and Bias in Research Findings. second ed.. Bewbury Park, CA: Sage. 2004.
10.4135/9781412985031 Google Scholar
- A.C. Inkpen, S.C. Currall. The nature, antecedents, and consequences of joint venture trust. J. Int. Manage. 1998; 4: 1–20.
10.1016/S1075-4253(98)00004-0 Google Scholar
- A.C. Inkpen, S.C. Currall. The coevolution of trust, control, and learning in joint ventures. Org. Sci. 2004; 15: 586–599.
- S.D. Jap, S. Ganesan. Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment. J. Marketing Res. 2000; 37(2): 227–245.
- V. *Jayaraman, S. Narayanan, Y. Luo, J.M. Swaminathan. Offshoring business process services and governance control mechanisms: an examination of service providers from India. Prod. Oper. Manage. 2013; 22(2): 314–334.
10.1111/j.1937-5956.2011.01314.x Google Scholar
- K. Jiang, D.P. Lepak, J. Hu, J.C. Baer. How does human resource management influence organizational outcomes? A meta-analytic investigation of mediating mechanisms. Acad. Manage. J. 2012; 55(6): 1264–1294.
10.5465/amj.2011.0088 Google Scholar
- X. *Jiang, M. Li, S. Gao, Y. Bao, F. Jiang. Managing knowledge leakage in strategic alliances: the effects of trust and formal contracts. Ind. Marketing Manage. 2013; 42(6): 983–991.
- A. Joshi, H. Roh. The role of context in work team diversity research: a meta-analytic review. Acad. Manage. J. 2009; 52(3): 599–627.
- K. Jöreskog, D. Sörbom. LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language. Lincolnwood, IL: Scientific Software International. 2003.
- W.Q. *Judge, R. Dooley. Strategic alliance outcomes: a transaction-cost economics perspective. Br. J. Manage. 2006; 17(1): 23–37.
- D. Kaufmann, A. Kraay, M. Mastruzzi. Governance matters IV: Governance indicators for 1996–2004. World Bank policy research working paper. 2005
- A.H. Kirca, G.T.M. Hult, K. Roth, S.T. Cavusgil, M.Z. Perryy, M.B. Akdeniz, S.Z. Deligonul, J.A. Mena, W.A. Pollitte, J.J. Hoppner. Firm specific assets, multinationality, and financial performance: a meta-analytic review and theoretical integration. Acad. Manage. J. 2011; 54(1): 47–72.
10.5465/amj.2011.59215090 Google Scholar
- R. *Krishnan, X. Martin, N.G. Noorderhaven. When does trust matter to alliance performance?. Acad. Manage. J. 2006; 49(5): 894–917.
10.5465/amj.2006.22798171 Google Scholar
- N. Kumar, L.K. Scheer, J.B.E.M. Steenkamp. The effects of perceived interdependence on dealer attitudes. J. Marketing Res. 1995; 32(3): 348–356.
10.1177/002224379503200309 Google Scholar
- C.J. Lambe, C.M. Wittmann, R.E. Spekman. Social exchange theory and research on business-to-business relational exchange. J. Bus.-to-Bus. Marketing. 2001; 8: 1–36.
10.1300/J033v08n03_01 Google Scholar
- S.G. Lazzarini, G.J. Miller, T.R. Zenger. Dealing with the paradox of embeddedness: the role of contracts and trust in facilitating movement out of committed relationships. Org. Sci. 2008; 19(5): 709–728.
10.1287/orsc.1070.0336 Google Scholar
- K. Leavitt, T.R. Mitchell, J. Peterson. Theory pruning: strategies to reduce our dense theoretical landscape. Org. Res. Methods. 2010; 13(4): 644–667.
10.1177/1094428109345156 Google Scholar
- Y. Lee, S.T. Cavusgil. Enhancing alliance performance: the effects of contractual-based versus relational-based governance. J. Bus. Res. 2006; 59(8): 896–905.
10.1016/j.jbusres.2006.03.003 Google Scholar
- R.P. *Lee, J.L. Johnson. Managing multiple facets of risk in new product alliances. Decis. Sci. 2010; 41(2): 271–300.
- M.A. Lewis, J.K. Roehrich. Contracts, relationships and integration: towards a model of the procurement of complex performance. Int. J. Procure. Manage. 2009; 2: 125–142.
10.1504/IJPM.2009.023403 Google Scholar
- R.D. Lewis. When Cultures Collide: Managing Successfully across Cultures. third ed.. London: Nicholas Brealey Publishing. 2006.
- J.J. *Li, L. Poppo, K.Z. Zhou. Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries. Strat. Manage. J. 2010; 31(4): 349–370.
- Y. *Li, P.P. Li, Y. Liu, D. Yang. Learning trajectory in offshore OEM cooperation: transaction value for local suppliers in the emerging economies. J. Oper. Manage. 2010; 28(3): 269–282.
- Y. *Li, E. Xie, H.-H. Teo, M.W. Peng. Formal control and social control in domestic and international buyer–supplier relationships. J. Oper. Manage. 2010; 28(4): 333–344.
- Z.J. Lin, M.W. Peng, H. Yang, S.L. Sun. How do networks and learning drive M&As? An institutional comparison between China and the United States. Strat. Manage. J. 2009; 30(10): 1113–1132.
10.1002/smj.777 Google Scholar
- M.W. Lipsey, D.B. Wilson. Practical Meta-analysis. Thousand Oaks, CA: Sage. 2001.
- Y. *Liu, Y. Luo, T. Liu. Governing buyer–supplier relationships through transactional and relational mechanisms: evidence from China. J. Oper. Manage. 2009; 27(4): 294–309.
- Y. Liu, L. Tao, Y. Li, A. El-Ansary. The impact of a distributor's trust in a supplier and use of control mechanisms on relational value creation in marketing channels. J. Bus. Ind. Marketing. 2008; 23(1): 12–22.
- S.S. *Lui. The roles of competence trust, formal contract, and time horizon in interorganizational learning. Org. Studies. 2009; 30(4): 333–353.
- S.S. *Lui, H.Y. Ngo, A.H.Y. Hon. Coercive strategy in interfirm cooperation: mediating roles of interpersonal and interorganizational trust. J. Bus. Res. 2006; 59(4): 466–474.
- S.S. *Lui, H.Y. Ngo. The role of trust and contractual safeguards on cooperation in non-equity alliances. J. Manage. 2004; 30(4): 471–485.
- S.S. *Lui, Y. Wong, W. Liu. Asset specificity roles in interfirm cooperation: reducing opportunistic behavior or increasing cooperative behavior?. J. Bus. Res. 2009; 62(11): 1214–1219.
- F. Lumineau, M. Fréchet, D. Puthod. An organizational learning perspective on the contracting process. Strat. Organ. 2011; 9(1): 8–32.
10.1177/1476127011399182 Google Scholar
- F. Lumineau, J.E. Henderson. The influence of relational experience and contractual governance on the negotiation strategy in buyer–supplier disputes. J. Oper. Manage. 2012; 30(5): 382–395.
10.1016/j.jom.2012.03.005 Google Scholar
- F. Lumineau, D. Malhotra. Shadow of the contract: how contract structure shapes inter-firm dispute resolution. Strat. Manage. J. 2011; 32(5): 532–555.
10.1002/smj.890 Google Scholar
- F. *Lumineau, J.E. Oxley. Let's work it out (or we’ll see you in court): litigation and private dispute resolution in vertical exchange relationships. Org. Sci. 2012; 23(3): 820–834.
10.1287/orsc.1110.0658 Google Scholar
- F. Lumineau, B.V. Quélin. An empirical investigation of interorganizational opportunism and contracting mechanisms. Strat. Organ. 2012; 10: 55–84.
- Y. *Luo. Building trust in cross-cultural collaborations: toward a contingency perspective. J. Manage. 2002; 28: 669–694.
- Y. *Luo. Contract, cooperation, and performance in international joint ventures. Strat. Manage. J. 2002; 23(10): 903–919.
- Y. Luo. Transactional characteristics, institutional environment and joint venture contracts. J. Int. Bus. Stud. 2005; 36(2): 209–230.
10.1057/palgrave.jibs.8400125 Google Scholar
- Y. Luo. Opportunism in inter firm exchanges in emerging markets. Manage. Org. Rev. 2006; 2: 121–147.
10.1111/j.1740-8784.2006.00032.x Google Scholar
- Y. Luo, Y. Liu, L. Zhang, Y. Huang. A taxonomy of control mechanisms and effects on channel cooperation in China. J. Acad. Marketing Sci. 2011; 39: 1–20.
10.1007/s11747-010-0198-1 Google Scholar
- Y. Luo, Y. Huang, S.L. Wang. Guanxi and organizational performance: a meta-analysis. Manage. Org. Rev. 2012; 8(1): 139–172.
10.1111/j.1740-8784.2011.00273.x Google Scholar
- R.F. *Lusch, J.R. Brown. Interdependency, contracting, and relational behavior in marketing channels. J. Marketing. 1996; 60: 19–38.
10.1177/002224299606000404 Google Scholar
- S. Macaulay. Non-contractual relations in business: a preliminary study. Am. Sociol. Rev. 1963; 28: 55–67.
- J.T. Macher, B.D. Richman. Transaction cost economics: an assessment of empirical research in the social sciences. Bus. Politics. 2008; 10: 1–63.
- A.W. Mackelprang, A. Nair. Relationship between just-in-time manufacturing practices and performance: a meta-analytic investigation. J. Oper. Manage. 2010; 28(4): 283–302.
10.1016/j.jom.2009.10.002 Google Scholar
- I.R. Macneil. The New Social Contract: An Inquiry into Modern Contractual Relations. New Haven: Yale University Press. 1980.
- S.K. Mahapatra, R. Narasimhan, P. Barbieri. Strategic interdependence, governance effectiveness and supplier performance: a dyadic case study investigation and theory development. J. Oper. Manage. 2010; 28: 537–552.
- D. Malhotra. When contracts destroy trust. Harv. Bus. Rev. 2009; 87(5): 25.
- D. *Malhotra, F. Lumineau. Trust and collaboration in the aftermath of conflict: the effects of contract structure. Acad. Manage. J. 2011; 54(5): 981–998.
10.5465/amj.2009.0683 Google Scholar
- D. Malhotra, J.K. Murnighan. The effects of contracts on interpersonal trust. Adm. Sci. Q. 2002; 47(3): 534–559.
10.2307/3094850 Google Scholar
- K.J. Mayer, N.S. Argyres. Learning to contract: evidence from the personal computer industry. Org. Sci. 2004; 15(4): 394–410.
10.1287/orsc.1040.0074 Google Scholar
- K.J. Mayer, D.J. Teece. Unpacking strategic alliances: the structure and purpose of alliance versus supplier relationships. J. Econ. Behav. Org. 2008; 66: 106–127.
- M. Mayer, R. Whittington. Diversification in context: a cross-national and cross-temporal extension. Strat. Manage. J. 2003; 24(8): 773–781.
10.1002/smj.334 Google Scholar
- D.J. McAllister. Affect-and cognition-based trust as foundations for interpersonal cooperation in organizations. Acad. Manage. J. 1995; 38: 24–59.
- T. *Mellewigt, A. Madhok, A. Weibel. Trust and formal contracts in interorganizational relationships-substitutes and complements. Manag. Decis. Econ. 2007; 28(8): 833–847.
10.1002/mde.1321 Google Scholar
- L.F. *Mesquita, T.H. Brush. Untangling safeguard and production coordination effects in long-term buyer–supplier relationships. Acad. Manage. J. 2008; 51(4): 785–807.
- L.F. Mesquita, S.G. Lazzarini. Horizontal and vertical relationships in developing economies: implications for SMEs’ access to global markets. Acad. Manage. J. 2008; 51(2): 359–380.
10.5465/amj.2008.31767280 Google Scholar
- K.E. Meyer, S. Estrin, S.K. Bhaumik, M.W. Peng. Institutions, resources, and entry strategies in emerging economies. Strat. Manage. J. 2009; 30(1): 61–80.
10.1002/smj.720 Google Scholar
- P. Milgrom, J. Roberts. Complementarities and fit strategy, structure, and organizational change in manufacturing. J. Acc. Econ. 1995; 19(2–3): 179–208.
10.1016/0165-4101(94)00382-F Google Scholar
- J.Y. *Murray, M. Kotabe. Performance implications of strategic fit between alliance attributes and alliance forms. J. Bus. Res. 2005; 58(11): 1525–1533.
- A. Nair. Meta-analysis of the relationship between quality management practices and firm performance-implications for quality management theory development. J. Oper. Manage. 2006; 24: 948–975.
- T.G. Noordewier, G. John, J.R. Nevin. Performance outcomes of purchasing arrangements in industrial buyer–vendor relationships. J. Marketing. 1990; 54(4): 80–93.
10.1177/002224299005400407 Google Scholar
- North. Institutions, Institutional Change and Economic Performance. New York: Norton. 1990.
10.1017/CBO9780511808678 Google Scholar
- H. Olander, P. Hurmelinna-Laukkanen, K. Blomqvist, P. Ritala. The dynamics of relational and contractual governance mechanisms in knowledge sharing of collaborative R&D projects. Knowledge Process Manage. 2010; 17: 188–204.
10.1002/kpm.356 Google Scholar
- C. Oliver. Determinants of interorganizational relationships: integration and future directions. Acad. Manage. Rev. 1990; 15(2): 241–265.
10.5465/amr.1990.4308156 Google Scholar
- B.E. Olsen, S.A. Haugland, E. Karlsen, G. Johan Husøy. Governance of complex procurements in the oil and gas industry. J. Purch. Supply Manage. 2005; 11: 1–13.
10.1016/j.pursup.2005.03.003 Google Scholar
- R.W. *Palmatier, R.P. Dant, D. Grewal. A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. J. Marketing. 2007; 71: 172–194.
10.1509/jmkg.71.4.172 Google Scholar
- A. Parkhe. Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation. Acad. Manage. J. 1993; 36(4): 794–829.
- A. *Parmigiani, W. Mitchell. The hollow corporation revisited: can governance mechanisms substitute for technical expertise in managing buyer–supplier relationships?. Eur. Manage. Rev. 2010; 7(1): 46–70.
10.1057/emr.2009.28 Google Scholar
- P.A. *Pavlou. Institution-based trust in interorganizational exchange relationships: the role of online B2B marketplaces on trust formation. J. Strategic Inform. Syst. 2002; 11(3): 215–243.
10.1016/S0963-8687(02)00017-3 Google Scholar
- L. Pérez-Nordtvedt, B.L. Kedia, D.K. Datta, A.A. Rasheed. Effectiveness and efficiency of cross-border knowledge transfer: an empirical examination. J. Manage. Studies. 2008; 45(4): 714–744.
10.1111/j.1467-6486.2008.00767.x Google Scholar
- G.P. Pisano. Using equity participation to support exchange: evidence from the biotechnology industry. J. Law Econ. Org. 1989; 5(1): 109–126.
- D. *Pittino, P.A. Mazzurana. Alliance governance and performance in SMEs: matching relational and contractual governance with alliance goals. Entrepreneur. Res. J. 2013; 3: 62–83.
- L. *Poppo, T. Zenger. Do formal contracts and relational governance function as substitutes or complements?. Strat. Manage. J. 2002; 23(8): 707–725.
- L. Poppo, K. Zhou. Managing contracts for fairness in buyer-supplier exchanges. Strat. Manage. J. 2014; 35(10): 1508–1527.
10.1002/smj.2175 Google Scholar
- L. Poppo, K.Z. Zhou, S. Ryu. Alternative origins to interorganizational trust: an interdependence perspective on the shadow of the past and the shadow of the future. Org. Sci. 2008; 19(1): 39–55.
10.1287/orsc.1070.0281 Google Scholar
- L. Poppo, K.Z. Zhou, T.R. Zenger. Examining the conditional limits of relational governance: specialized assets, performance ambiguity, and long-standing ties. J. Manage. Stud. 2008; 45(7): 1195–1216.
10.1111/j.1467-6486.2008.00779.x Google Scholar
- P. Puranam, B.S. Vanneste. Trust and governance: untangling a tangled web. Acad. Manage. Rev. 2009; 34(1): 11–31.
10.5465/amr.2009.35713271 Google Scholar
- C. Qi, P.Y. Chau. Relationship, contract and IT outsourcing success: evidence from two descriptive case studies. Decis. Support Syst. 2012; 53: 859–869.
- A. *Rai, M. Keil, R. Hornyak, K. Wüllenweber. Hybrid relational–contractual governance for business process outsourcing. JMIS. 2012; 29(2): 213–256.
- U. Raja, G. Johns, F. Ntalianis. The impact of personality on psychological contracts. Acad. Manage. J. 2004; 47: 350–367.
- K.J. Rediker, A. Seth. Boards of directors and substitution effects of alternative governance mechanisms. Strat. Manage. J. 1995; 16: 85–99.
- X. *Ren, S. Oh, J. Noh. Managing supplier–retailer relationships: from institutional and task environment perspectives. Ind. Marketing Manage. 2010; 39(4): 593–604.
- J.J. Reuer, A. Ariño. Strategic alliance contracts: dimensions and determinants of contractual complexity. Strat. Manage. J. 2007; 28(3): 313–330.
- J.J. Reuer, T.W. Tong, B.B. Tyler, A. Ariño. Executive preferences for governance modes and exchange partners: an information economics perspective. Strat. Manage. J. 2013; 34(9): 1104–1122.
10.1002/smj.2064 Google Scholar
- A. Rindfleisch. Organizational trust and interfirm cooperation: an examination of horizontal versus vertical alliances. Marketing Lett. 2000; 11(1): 81–95.
10.1023/A:1008107011529 Google Scholar
- P.S. Ring, A.H. Van de Ven. Developmental processes of cooperative interorganizational relationships. Acad. Manage. Rev. 1994; 19(1): 90–118.
10.2307/258836 Google Scholar
- J. Roehrich, M. Lewis. Procuring complex performance: implications for exchange governance complexity. Int. J. Oper. Prod. Manage. 2014; 34: 221–241.
- A.I. Rokkan, J.B. Heide, K.H. Wathne. Specific investments in marketing relationships: expropriation and bonding effects. J. Marketing Res. 2003; 40(2): 210–224.
10.1509/jmkr.40.2.210.19223 Google Scholar
- R. Rosenthal. The file drawer problem and tolerance for null results. Psychol. Bull. 1979; 86(3): 638–641.
10.1037/0033-2909.86.3.638 Google Scholar
- M.D. Ryall, R.C. Sampson. Formal contracts in the presence of relational enforcement mechanisms: evidence from technology development projects. Manage. Sci. 2009; 55(6): 906–925.
10.1287/mnsc.1090.0995 Google Scholar
- P.A. Saparito, C.C. Chen, H.J. Sapienza. The role of relational trust in bank-small firm relationships. Acad. Manage. J. 2004; 47: 400–410.
- T. Saxton. The effects of partner and relationship characteristics on alliance outcomes. Acad. Manage. J. 1997; 40(2): 443–461.
- D.J. Schepker, W.-Y. Oh, A. Martynov, L. Poppo. The many futures of contracts: moving beyond structure and safeguarding to coordination and adaptation. J. Manage. 2014; 40(1): 193–225.
- O. *Schilke, K.S. Cook. Sources of alliance partner trustworthiness: integrating calculative and relational perspectives. Strat. Manage. J.201410.1002/smj.2208(forthcoming)
10.1002/smj.2208 Google Scholar
- W.R. Scott. Institutions and Organizations. London: Sage Publication. 1995.
- R. Seppänen, K. Blomqvist, S. Sundqvist. Measuring inter-organizational trust-a critical review of the empirical research in 1990–2003. Ind. Marketing Manage. 2007; 36: 249–265.
- D. Sharpe. Of apples and oranges, file drawers and garbage: why validity issues in meta-analysis will not go away. Clin. Psychol. Rev. 1997; 17(8): 881–901.
- J.M. Shaver. Accounting for endogeneity when assessing strategy performance: does entry mode choice affect FDI survival?. Manage. Sci. 1998; 44: 571–585.
- A. Shirom, S.S. Gilboa, Y. Fried, C.L. Cooper. Gender, age and tenure as moderators of work-related stressors’ relationships with job performance: a meta-analysis. Hum. Relat. 2008; 61: 1371–1398.
- N. Siggelkow. Misperceiving interactions among complements and substitutes: organizational consequences. Manage. Sci. 2002; 48(7): 900–916.
10.1287/mnsc.48.7.900.2820 Google Scholar
- S.B. Sitkin, N.L. Roth. Explaining the limited effectiveness of legalistic “remedies” for trust/distrust. Org. Sci. 1993; 4: 367–392.
- M. Song, C. Droge, S. Hanvanich, R. Calantone. Marketing and technology resource complementarity: an analysis of their interaction effect in two environmental contexts. Strat. Manage. J. 2005; 26: 259–276.
- S.C. *Srivastava, T.S. Teo. Contract performance in offshore systems development: role of control mechanisms. JMIS. 2012; 29(1): 115–158.
- J.B.E.M. Steenkamp, I. Geyskens. Transaction cost economics and the roles of national culture: a test of hypotheses based on Inglehart and Hofstede. J. Acad. Marketing Sci. 2012; 40: 252–270.
- J. Sterne. Meta-analysis in Stata: An Updated Collection from the Stata Journal. College Station, TX: Stata Press. 2009.
- R. *Strätling, F.H. Wijbenga, G. Dietz. The impact of contracts on trust in entrepreneur–venture capitalist relationships. Int. Small Bus. J. 2012; 30(8): 811–831.
10.1177/0266242610388822 Google Scholar
- M.C. Suchman. The contract as social artifact. Law Soc. Rev. 2003; 37: 91–142.
- M.B. Talay, M.B. Akdeniz. In time we trust? The effects of duration on the dynamics of trust-building processes in inter-organizational relationships. Strat. Manage. Rev. 2014; 8: 77–90.
- A.E. Tenbrunsel, D.M. Messick. Sanctioning systems, decision frames, and cooperation. Adm. Sci. Q. 1999; 44: 684–707.
- H.L. Tosi, J.P. Katz, L.R. Gomez-Mejia. Disaggregating the agency contract: the effects of monitoring, incentive alignment, and term in office on agent decision making. Acad. Manage. J. 1997; 40: 584–602.
- B. Uzzi. Social structure and competition in interfirm networks: the paradox of embeddedness. Adm. Sci. Q. 1997; 42(1): 35–67.
10.2307/2393808 Google Scholar
- D. *Vandaele, P. Gemmel. Dealing with business service transactions after the sourcing decision: influence of contract and uncertainty. Working papers of faculty of economics and business administration. Belgium: Ghent University. 2007.
- M. Van Essen, P.P. Heugens, J. Otten, J.H. Van Oosterhout. An institution-based view of executive compensation: a multilevel meta-analytic test. J. Int. Bus. Stud. 2012; 43(4): 396–423.
10.1057/jibs.2012.6 Google Scholar
- B.S. Vanneste, P. Puranam, T. Kretschmer. Trust over time in exchange relationships: meta-analysis and theory. Strat. Manage. J.201410.1002/smj.2198(forthcoming)
10.1002/smj.2198 Google Scholar
- C. Viswesvaran, D.S. Ones. Theory testing: combining psychometric meta-analysis and structural equations modeling. Person. Psychol. 1995; 48(4): 865–885.
10.1111/j.1744-6570.1995.tb01784.x Google Scholar
- P.W. Vlaar, F.A. Van Den Bosch, H.W. Volberda. Towards a dialectic perspective on formalization in interorganizational relationships: how alliance managers capitalize on the duality inherent in contracts, rules and procedures. Org. Stud. 2007; 28: 437–466.
- S.M. Wagner, C. Bode. Supplier relationship-specific investments and the role of safeguards for supplier innovation sharing. J. Oper. Manage. 2014; 32(3): 65–78.
10.1016/j.jom.2013.11.001 Google Scholar
- L. *Wang, J.H.Y. Yeung, M. Zhang. The impact of trust and contract on innovation performance: the moderating role of environmental uncertainty. Int. J. Prod. Econ. 2011; 134: 114–122.
10.1016/j.ijpe.2011.06.006 Google Scholar
- S.N. Wasti, S.A. Wasti. Trust in buyer–supplier relations: the case of the Turkish automotive industry. J. Int. Bus. Stud. 2008; 39: 118–131.
- L. Weber, K.J. Mayer. Designing effective contracts: exploring the influence of framing and expectations. Acad. Manage. Rev. 2011; 36(1): 53–75.
10.5465/amr.2008.0270 Google Scholar
- L. Weber, K.J. Mayer, J.T. Macher. An analysis of extendibility and early termination provisions:the importance of framing duration safeguards. Acad. Manage. J. 2011; 54(1): 182–202.
10.5465/amj.2011.59215083 Google Scholar
- B.A. Weitz, S.D. Jap. Relationship marketing and distribution channels. J. Acad. Marketing Sci. 1995; 23(4): 305–320.
10.1177/009207039502300411 Google Scholar
- L.L. Whitcomb, C.B. Erdener, C. Li. Business ethical values in China and the US. J. Bus. Ethics. 1998; 17(8): 839–852.
10.1023/A:1005793424492 Google Scholar
- O.E. Williamson, W.G. Ouchi. The markets and hierarchies program of research: origins, implications, prospects. In A. Van de Ven, W.F. Joyce, eds.. Perspectives on Organization Design and Behavior. New York: Wiley. 1981, 347–370.
- O.E. Williamson. Transaction-cost economics: the governance of contractual relations. J. Law Econ. 1979; 22: 233–261.
- O.E. Williamson. The Economic Institutions of Capitalism. New York: Free press. 1985.
- O.E. Williamson. Opportunism and its critics. Manage. Decis. Econ. 1993; 14(2): 97–107.
10.1002/mde.4090140203 Google Scholar
- R.K. Woolthuis, B. Hillebrand, B. Nooteboom. Trust, contract and relationship development. Org. Stud. 2005; 26(6): 813–840.
10.1177/0170840605054594 Google Scholar
- F. *Wu, R.R. Sinkovics, S.T. Cavusgil, A.S. Roath. Overcoming export manufacturers’ dilemma in international expansion. J. Int. Bus. Stud. 2007; 38(2): 283–302.
- S. *Wuyts, I. Geyskens. The formation of buyer–supplier relationships: detailed contract drafting and close partner selection. J. Marketing. 2005; 69: 103–117.
10.1509/jmkg.2005.69.4.103 Google Scholar
- C. *Yang, J.G. Wacker, C. Sheu. What makes outsourcing effective?. A transaction-cost economics analysis. Int. J. Prod. Res. 2012; 50(16): 4462–4476.
- Z. *Yang, C. Su, K.S. Fam. Dealing with institutional distances in international marketing channels: governance strategies that engender legitimacy and efficiency. J. Marketing. 2012; 76(3): 41–55.
- Z. *Yang, C. Zhou, L. Jiang. When do formal control and trust matter? A context-based analysis of the effects on marketing channel relationships in China. Ind. Marketing Manage. 2011; 40(1): 86–96.
- C.M.J. *Yu, T.J. Liao, Z.D. Lin. Formal governance mechanisms, relational governance mechanisms, and transaction-specific investments in supplier–manufacturer relationships. Ind. Marketing Manage. 2006; 35(2): 128–139.
- A. Zaheer, J. Harris. lnterorganizational trust. In O. Shenkar, J. Reuer, eds.. Handbook of Strategic Alliances. Thousand Oaks, CA: Sage. 2006, 169–197.
10.4135/9781452231075.n10 Google Scholar
- A. *Zaheer, B. McEvily, V. Perrone. Does trust matter? exploring the effects of interorganizational and interpersonal trust on performance. Org. Sci. 1998; 9(2): 141–159.
- A. Zaheer, N. Venkatraman. Relational governance as an interorganizational strategy: an empirical test of the role of trust in economic exchange. Strat. Manage. J. 1995; 16(5): 373–392.
- X. *Zhang, D. Hu. Farmer-buyer relationships in China: the effects of contracts, trust and market environment. China Agric. Econ. Rev. 2011; 3(1): 42–53.
10.1108/17561371111103534 Google Scholar
- Q. *Zhang, K.Z. Zhou. Governing interfirm knowledge transfer in the Chinese market: the interplay of formal and informal mechanisms. Ind. Marketing Manage. 2013; 42(5): 783–791.
10.1016/j.indmarman.2012.12.002 Google Scholar
- X. *Zhang, W. Chen, J. Tong, X. Liu. Relational mechanisms, market contracts and cross-enterprise knowledge trading in the supply chain: empirical research based on Chinese manufacturing enterprises. Chin. Manage. Stud. 2012; 6(3): 488–508.
10.1108/17506141211259159 Google Scholar
- Y. *Zhao, G. Wang. The impact of relation-specific investment on channel relationship performance: evidence from China. J. Strat. Marketing. 2011; 19(01): 57–71.
- J. Zheng, J.K. Roehrich, M.A. Lewis. The dynamics of contractual and relational governance: evidence from long-term public-private procurement arrangements. J. Purch. Supply Manage. 2008; 14: 43–54.
10.1016/j.pursup.2008.01.004 Google Scholar
- K.Z. *Zhou, L. Poppo. Exchange hazards, relational reliability, and contracts in China: the contingent role of legal enforceability. J. Int. Bus. Stud. 2010; 41(5): 861–881.
- K.Z. Zhou, L. Poppo, Z. Yang. Relational ties or customized contracts? An examination of alternative governance choices in China. J. Int. Bus. Stud. 2008; 39: 526–534.
- K.Z. *Zhou, D. Xu. How foreign firms curtail local supplier opportunism in China: detailed contracts, centralized control, and relational governance. J. Int. Bus. Stud. 2012; 43(7): 677–692.
- M. Zollo, J.J. Reuer, H. Singh. Interorganizational routines and performance in strategic alliances. Org. Sci. 2002; 13: 701–713.
Further reading
- P.S.*Aulakh, F.E.Gençtürk. Contract formalization and governance of exporter–importer relationships. J. Manage. Stud. 2008; 45: 457–479.
10.1111/j.1467-6486.2007.00746.x Google Scholar
- P.S.*Aulakh, M.Kotabe, A.Sahay. Trust and performance in cross-border marketing partnerships: a behavioral approach. J. Int. Bus. Stud. 1996; 27: 1005–1032.
10.1057/palgrave.jibs.8490161 Google Scholar
- D.C.*Bello, C.Chelariu, L.Zhang. The antecedents and performance consequences of relationalism in export distribution channels. J. Bus. Res. 2003; 56: 1–16.
10.1016/S0148-2963(01)00215-6 Google Scholar
- J.*Bercovitz, S.D.Jap, J.A.Nickerson. The antecedents and performance implications of cooperative exchange norms. Org. Sci. 2006; 17: 724–740.
10.1287/orsc.1060.0213 Google Scholar
- J.R.*Brown, J.L.Crosno, C.S.Dev. The effects of transaction-specific investments in marketing channels: the moderating role of relational norms. J. Marketing Theo. Pract. 2009; 17: 317–334.
10.2753/MTP1069-6679170402 Google Scholar
- J.R.*Brown, S.Grzeskowiak, C.S.Dev. Using influence strategies to reduce marketing channel opportunism: the moderating effect of relational norms. Marketing Lett. 2009; 20: 139–154.
10.1007/s11002-008-9053-2 Google Scholar
- S.*Cai, Z.Yang, Z.Hu. Exploring the governance mechanisms of quasi-integration in buyer–supplier relationships. J. Bus. Res. 2009; 62: 660–666.
10.1016/j.jbusres.2008.02.004 Google Scholar
- S.*Cai, Z.Yang, M.Jun. Cooperative norms, structural mechanisms, and supplier performance: empirical evidence from Chinese manufacturers. J. Purch. Supply Manage. 2011; 17: 1–10.
10.1016/j.pursup.2009.12.006 Google Scholar
- M.C.J.*Caniëls, C.J.Gelderman. The safeguarding effect of governance mechanisms in inter-firm exchange: the decisive role of mutual opportunism. Br. J. Manage. 2010; 21: 239–254.
10.1111/j.1467-8551.2009.00654.x Google Scholar
- J.P.*Cannon, P.M.Doney, M.R.Mullen, K.J.Petersen. Building long-term orientation in buyer–supplier relationships: the moderating role of culture. J. Oper. Manage. 2010; 28: 506–521.
10.1016/j.jom.2010.02.002 Google Scholar
- S.J.*Carson, A.Madhok, R.Varman, G.John. Information processing moderators of the effectiveness of trust-based governance in interfirm R&D collaboration. Org. Sci. 2003; 14: 45–56.
10.1287/orsc.14.1.45.12811 Google Scholar
- Z.*Chu, Q.Wang. Drivers of relationship quality in logistics outsourcing in China. J. Supply Chain Manage. 2012; 483: 78–96.
10.1111/j.1745-493X.2011.03259.x Google Scholar
- D.P.*Claro, G.Hagelaar, O.Omta. The determinants of relational governance and performance: how to manage business relationships?. Ind. Marketing Manage. 2003; 32: 703–716.
10.1016/j.indmarman.2003.06.010 Google Scholar
- S.*Costa e Silva, F.Bradley, C.M.Sousa. Empirical test of the trust-performance link in an international alliances context. Int. Bus. Rev. 2012; 21: 293–306.
10.1016/j.ibusrev.2011.03.006 Google Scholar
- R.*Dahlstrom, K.McNeilly, T.Speh. Buyer–seller relationships in the procurement of logistical services. J. Acad. Marketing Sci. 1996; 24: 110–124.
10.1177/0092070396242002 Google Scholar
- M.A.*Davies, W.Lassar, C.Manolis, M.Prince, R.D.Winsor. A model of trust and compliance in franchise relationships. J. Bus. Ventur. 2011; 26: 321–340.
10.1016/j.jbusvent.2009.09.005 Google Scholar
- D.L.*Deeds, C.W.Hill. An examination of opportunistic action within research alliances: evidence from the biotechnology industry. J. Bus. Ventur. 1999; 14: 141–163.
10.1016/S0883-9026(97)00069-4 Google Scholar
- B.A.De Jong, T.Elfring. How does trust affect the performance of ongoing teams? The mediating role of reflexivity, monitoring, and effort. Acad. Manage. J. 2010; 53: 535–549.
- M.*Fink, A.Kessler. Cooperation, trust and performance-empirical results from three countries. Br. J. Manage. 2010; 21: 469–483.
- A.S.*Gaur, D.Mukherjee, S.S.Gaur, F.Schmid. Environmental and firm level influences on inter-organizational trust and SME performance. J. Manage. Studies. 2011; 48: 1752–1781.
10.1111/j.1467-6486.2011.01011.x Google Scholar
- Y.*Gong, O.Shenkar, Y.Luo, M.K.Nyaw. Do multiple parents help or hinder international joint venture performance? The mediating roles of contract completeness and partner cooperation. Strat. Manage. J. 2007; 28: 1021–1034.
10.1002/smj.626 Google Scholar
- R.*Gulati, M.Sytch. Dependence asymmetry and joint dependence in interorganizational relationships: effects of embeddedness on a manufacturer's performance in procurement relationships. Admin. Sci. Q. 2007; 52: 32–69.
10.2189/asqu.52.1.32 Google Scholar
- G.T.*Gundlach, J.P.Cannon. Trust but verify? The performance implications of verification strategies in trusting relationships. J. Acad. Marketing Sci. 2010; 38: 399–417.
10.1007/s11747-009-0180-y Google Scholar
- A.*Hausman. Variations in relationship strength and its impact on performance and satisfaction in business relationships. J. Bus. Ind. Market. 2001; 16: 600–616.
10.1108/EUM0000000006194 Google Scholar
- G.Hoetker, T.Mellewigt. Choice and performance of governance mechanisms: matching alliance governance to asset type. Strat. Manage. J. 2009; 30: 1025–1044.
- P.K.*Humphreys, W.Li, L.Chan. The impact of supplier development on buyer–supplier performance. Omega. 2004; 32: 131–143.
10.1016/j.omega.2003.09.016 Google Scholar
- D.A.*Johnston, D.M.McCutcheon, F.I.Stuart, H.Kerwood. Effects of supplier trust on performance of cooperative supplier relationships. J. Oper. Manage. 2004; 22: 23–38.
10.1016/j.jom.2003.12.001 Google Scholar
- S.*Kabadayi, S.Ryu. The protection of the trustor through the use of control mechanisms and its performance implications. J. Bus. Ind. Marketing. 2007; 22: 260–271.
10.1108/08858620710754522 Google Scholar
- V.*Kashyap, K.D.Antia, G.L.Frazier. Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships. J. Marketing Res. 2012; 49: 260–276.
10.1509/jmr.09.0337 Google Scholar
- C.S.*Katsikeas, D.Skarmeas, D.C.Bello. Developing successful trust-based international exchange relationships. J. Int. Bus. Stud. 2009; 40: 132–155.
10.1057/palgrave.jibs.8400401 Google Scholar
- E.*Klijn, J.J.Reuer, F.A.J.Van den Bosch, H.W.Volberda. Performance implications of IJV boards: a contingency perspective. J. Manage. Studies. 2013; 507: 1245–1266.
10.1111/joms.12054 Google Scholar
- A.*Kumar, J.B.Heide, K.H.Wathne. Performance implications of mismatched governance regimes across external and internal relationships. J. Marketing. 2011; 75: 1–17.
10.1509/jm.75.2.1 Google Scholar
- N.*Kumar Capability, governance and collaboration: understanding the supplier perspective (Unpublished doctoral dissertation)2012 University of Bath, UK
- A.A.*Lado, R.R.Dant, A.G.Tekleab. Trust-opportunism paradox, relationalism, and performance in interfirm relationships: evidence from the retail industry. Strat. Manage. J. 2008; 29: 401–423.
10.1002/smj.667 Google Scholar
- F.*Lai, X.Li, V.S.Lai. Transaction-specific investments, relational norms, and ERP customer satisfaction: a mediation analysis. Decis. Sci. 2013; 44: 679–711.
10.1111/deci.12033 Google Scholar
- F.*Lai, Y.Tian, B.Huo. Relational governance and opportunism in logistics outsourcing relationships: empirical evidence from China. Int. J. Prod. Res. 2012; 50: 2501–2514.
10.1080/00207543.2011.581011 Google Scholar
- P.J.*Lane, J.E.Salk, M.A.Lyles. Absorptive capacity, learning, and performance in international joint ventures. Strat. Manage. J. 2001; 22: 1139–1161.
10.1002/smj.206 Google Scholar
- D.*Lavie, P.R.Haunschild, P.Khanna. Organizational differences, relational mechanisms, and alliance performance. Strat. Manage. J. 2012; 33: 1453–1479.
10.1002/smj.1987 Google Scholar
- Y.*Luo. Are joint venture partners more opportunistic in a more volatile environment?. Strat. Manage. J. 2007; 28: 39–60.
10.1002/smj.564 Google Scholar
- Y.*Luo. An integrated anti-opportunism system in international exchange. J. Int. Bus. Stud. 2007; 38: 855–877.
10.1057/palgrave.jibs.8400300 Google Scholar
- Y.*Luo. Procedural fairness and interfirm cooperation in strategic alliances. Strat. Manage. J. 2008; 29: 27–46.
10.1002/smj.646 Google Scholar
- Y.*Luo. Structuring interorganizational cooperation: the role of economic integration in strategic alliances. Strat. Manage. J. 2008; 29: 617–637.
10.1002/smj.677 Google Scholar
- A.T.*Mohr, J.Puck. Revisiting the trust-performance link in strategic alliances. Manage. Int. Rev. 2013; 53: 1–21.
- S.K.*Muthusamy, M.A.White. Does power sharing matter? The role of power and influence in alliance performance. J. Bus. Res. 2006; 59: 811–819.
10.1016/j.jbusres.2006.01.018 Google Scholar
- R.*Narasimhan, S.Mahapatra, J.S.Arlbjørn. Impact of relational norms, supplier development and trust on supplier performance. Oper. Manage. Res. 2008; 1: 24–30.
10.1007/s12063-008-0004-0 Google Scholar
- G.N.*Nyaga, J.M.Whipple, D.F.Lynch. Examining supply chain relationships: do buyer and supplier perspectives on collaborative relationships differ?. J. Oper. Manage. 2010; 28: 101–114.
10.1016/j.jom.2009.07.005 Google Scholar
- H.*Parker. Knowledge acquisition and leakage in inter-firm relationships involving new technology-based firms. Manage. Decis. 2012; 509: 1618–1633.
10.1108/00251741211266714 Google Scholar
- A.Parmigiani, M.Rivera-Santos. Clearing a path through the forest: a meta-review of interorganizational relationships. J. Manage. 2011; 37: 1108–1136.
- M.L.*Perry, S.Sengupta, R.Krapfel. Effectiveness of horizontal strategic alliances in technologically uncertain environments: are trust and commitment enough?. J. Bus. Res. 2004; 57: 951–956.
10.1016/S0148-2963(02)00501-5 Google Scholar
- M.J.*Robson, C.S.Katsikeas, D.C.Bello. Drivers and performance outcomes of trust in international strategic alliances: the role of organizational complexity. Org. Sci. 2008; 19: 647–665.
10.1287/orsc.1070.0329 Google Scholar
- G.*Rooks, W.Raub, F.Tazelaar. Ex post problems in buyer–supplier transactions: effects of transaction characteristics, social embeddedness, and contractual governance. J. Manage. Govern. 2006; 10: 239–276.
10.1007/s10997-006-9000-7 Google Scholar
- S.*Ryu. The effect of external and internal environments on interfirm governance. J. Bus.-to-Bus. Marketing. 2006; 13: 67–90.
10.1300/J033v13n02_04 Google Scholar
- M.B.*Sarkar, R.Echambadi, S.T.Cavusgil, P.S.Aulakh. The influence of complementarity, compatibility, and relationship capital on alliance performance. J. Acad. Marketing Sci. 2001; 29: 358–373.
10.1177/03079450094216 Google Scholar
- F.*Selnes, J.Sallis. Promoting relationship learning. J. Marketing. 2003; 67: 80–95.
10.1509/jmkg.67.3.80.18656 Google Scholar
- B.*Squire, P.D.Cousins, S.Brown. Cooperation and knowledge transfer within buyer–supplier relationships: the moderating properties of trust, relationship duration and supplier performance. Br. J. Manage. 2009; 20: 461–477.
10.1111/j.1467-8551.2008.00595.x Google Scholar
- M.F.*Svendsen, S.A.Haugland. Host country institutional pressures and cross-border relationship governance. Int. Bus. Rev. 2011; 203: 324–337.
10.1016/j.ibusrev.2010.10.004 Google Scholar
- C.*Terawatanavong, G.J.Whitwell, R.E.Widing. Buyer satisfaction with relational exchange across the relationship lifecycle. Eur. J. Marketing. 2007; 41: 915–938.
10.1108/03090560710752456 Google Scholar
- R.*Terpend, B.Ashenbaum. The intersection of power, trust and supplier network size: implications for supplier performance. J. Supply Chain Manage. 2012; 48: 52–77.
10.1111/j.1745-493X.2011.03261.x Google Scholar
- C.M.*Wallenburg, T.Schäffler. The interplay of relational governance and formal control in horizontal alliances: a social contract perspective. J. Supply Chain Manage. 2014; 50: 41–58.
10.1111/jscm.12041 Google Scholar
- E.T.G.*Wang, J.H.F.Chen. The influence of governance equilibrium on ERP project success. Decis. Support Syst. 2006; 414: 708–727.
10.1016/j.dss.2004.10.005 Google Scholar
- Q.*Wang, K.Bradford, J.Xu, B.Weitz. Creativity in buyer–seller relationships: the role of governance. Int. J. Res. Marketing. 2008; 252: 109–118.
10.1016/j.ijresmar.2007.12.006 Google Scholar
- J.M.*Whipple, D.F.Lynch, G.N.Nyaga. A buyer's perspective on collaborative versus transactional relationships. Ind. Marketing Manage. 2010; 39: 507–518.
10.1016/j.indmarman.2008.11.008 Google Scholar
- C.-M.J.*Yu, T.-J.Liao. The impact of governance mechanisms on transaction-specific investments in supplier-manufacturer relationships: a comparison of local and foreign manufacturers. Manage. Int. Rev. 2008; 481: 95–114.
10.1007/s11575-008-0005-0 Google Scholar
- C.*Zhang, S.T.Cavusgil, A.S.Roath. Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?. J. Int. Bus. Stud. 2003; 34: 550–566.
10.1057/palgrave.jibs.8400051 Google Scholar
