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Do formal contractsand relationalgovernance functionas substitutes orcomplements? Laura PoppoTodd Zenger2002 год

Do formal contracts and relational governance function as substitutes or complements?
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Аннотация: Abstract Relational exchange arrangements supported by trust are commonly viewed as substitutes for complex contracts in interorganizational exchanges. Many argue that formal contracts actually undermine trust and thereby encourage the opportunistic behavior they are designed to discourage. In this paper, we develop and test an alternative perspective: that formal contracts and relational governance function as complements. Using data from a sample of information service exchanges, we find empirical support for this proposition of complementarity. Managers appear to couple their increasingly customized contracts with high levels of relational governance (and vice versa). Moreover, this interdependence underlies their ability to generate improvements in exchange performance. Our results concerning the determinants of these governance choices show their distinct origins, which further augments their complementarity in practice. Copyright © 2002 John Wiley & Sons, Ltd.
Год издания: 2002
Авторы: Laura Poppo, Todd Zenger
Издательство: Wiley
Источник: Strategic Management Journal
Ключевые слова: Outsourcing and Supply Chain Management, Customer Service Quality and Loyalty, Innovation and Knowledge Management