TY - JOUR
T1 - The decision to persist with underperforming alliances
T2 - The role of trust and control
AU - Patzelt, Holger
AU - Shepherd, Dean A.
PY - 2008/11
Y1 - 2008/11
N2 - We draw on theories of persistence to develop a model of alliance managers' decisions towards persisting in underperforming alliances based on their concomitant consideration of the control and trust in those alliances. We test the model using experimental data based on 2,816 decisions nested within 88 alliance managers. We find that output, behavioural and social control, competence and goodwill trust, and interactions between trust and control variables significantly explain alliance managers' decisions to persist in underperforming alliances. We discuss the implications of these findings for the control, trust and strategic alliance literatures.
AB - We draw on theories of persistence to develop a model of alliance managers' decisions towards persisting in underperforming alliances based on their concomitant consideration of the control and trust in those alliances. We test the model using experimental data based on 2,816 decisions nested within 88 alliance managers. We find that output, behavioural and social control, competence and goodwill trust, and interactions between trust and control variables significantly explain alliance managers' decisions to persist in underperforming alliances. We discuss the implications of these findings for the control, trust and strategic alliance literatures.
UR - http://www.scopus.com/inward/record.url?scp=52649160823&partnerID=8YFLogxK
U2 - 10.1111/j.1467-6486.2008.00791.x
DO - 10.1111/j.1467-6486.2008.00791.x
M3 - Article
AN - SCOPUS:52649160823
SN - 0022-2380
VL - 45
SP - 1217
EP - 1243
JO - Journal of Management Studies
JF - Journal of Management Studies
IS - 7
ER -