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| Author: | Olk, P. Elvira, M. |
| Title: | Friends and strategic agents: the role of friendship and discretion in negotiating strategic alliances |
| Journal: | Group & Organization Management
2001 : JUN, VOL. 26:2, p. 124-164 |
| Index terms: | ALLIANCES NEGOTIATION STRATEGIC MANAGEMENT |
| Freeterms: | DISCRETION FRIENDSHIP |
| Language: | eng |
| Abstract: | Case study and anecdotal evidence suggest that strategic alliances often develop from interpersonal relationships between their founders. Research has generally ignored how these relationships shape individual and organizational outcomes. The authors draw from social network and organizational control research using an experimental design that isolates how the alliance negotiators' friendship level and job discretion affect the alliance structure and scope and the interpersonal outcomes of trust, satisfaction and conflict. |
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