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Sources of alliance partner trustworthiness: Integrating calculative and relational perspectives
Author(s) -
Schilke Oliver,
Cook Karen S.
Publication year - 2015
Publication title -
strategic management journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 11.035
H-Index - 286
eISSN - 1097-0266
pISSN - 0143-2095
DOI - 10.1002/smj.2208
Subject(s) - perspective (graphical) , reputation , trustworthiness , alliance , business , organizational identity , power (physics) , sociology , marketing , knowledge management , public relations , social psychology , positive economics , psychology , political science , economics , computer science , law , social science , physics , quantum mechanics , artificial intelligence
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 . Copyright © 2013 John Wiley & Sons, Ltd.